國壽投訴量居首市場份額下降 龐大銷售隊伍臨考
龐大銷售隊伍考驗
近年,保險企業老幾家都試圖價值轉型,主要表現之一就是收縮價值不高的銀保渠道。雖然,中國人壽的銀保渠道網點也有減少趨勢。中國人壽2015年年報顯示,其銀保渠道銷售代理網點5.6萬個,這個數字在2014年年報中是6.1萬個,在2013年年報中是8.8萬個。業內人士分析認為,有股權紐帶的銀行和保險之間,可以采用一些非市場化手段來獲得更大的便利,如在銀行網點銷售有股權關系的保險公司的產品。
在縮減銀保(bao)渠(qu)道(dao)(dao)(dao)(dao)網點的(de)同(tong)時,其銷(xiao)(xiao)(xiao)售(shou)隊伍卻在不(bu)斷(duan)擴大。據(ju)中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)年(nian)報(bao)(bao)顯示(shi),2015年(nian),中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)銀保(bao)渠(qu)道(dao)(dao)(dao)(dao)銷(xiao)(xiao)(xiao)售(shou)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)員共(gong)計(ji)13.1萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren);2014年(nian),這個數(shu)(shu)字是(shi)7.1萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren),2013年(nian),銀保(bao)銷(xiao)(xiao)(xiao)售(shou)渠(qu)道(dao)(dao)(dao)(dao)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)員是(shi)5.4萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)。人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)數(shu)(shu)逐(zhu)年(nian)增(zeng)(zeng)(zeng)(zeng)加(jia),且(qie)2015年(nian)增(zeng)(zeng)(zeng)(zeng)加(jia)幅度(du)在80%左右(you)。個險(xian)(xian)(xian)(xian)(xian)(xian)渠(qu)道(dao)(dao)(dao)(dao)方面,中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)2015年(nian)年(nian)報(bao)(bao)顯示(shi),截至報(bao)(bao)告期末,保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)營(ying)銷(xiao)(xiao)(xiao)員共(gong)計(ji) 97.9 萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren),較 2014 年(nian)年(nian)底增(zeng)(zeng)(zeng)(zeng)長(chang)(chang) 31.7%。大大超出(chu)(chu)了去(qu)(qu)年(nian)初(chu)(chu)中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)提(ti)出(chu)(chu)的(de)營(ying)銷(xiao)(xiao)(xiao)員人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)數(shu)(shu)突(tu)破80萬的(de)目標。隨(sui)之而來的(de)是(shi)此(ci)(ci)方面費(fei)用的(de)增(zeng)(zeng)(zeng)(zeng)加(jia),根(gen)據(ju)中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)2015年(nian)年(nian)報(bao)(bao),其手(shou)續費(fei)及(ji)傭金一項支(zhi)出(chu)(chu)約356億(yi)(yi)元(yuan),同(tong)比(bi)增(zeng)(zeng)(zeng)(zeng)長(chang)(chang)31%;相比(bi)之下(xia),平(ping)安人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)去(qu)(qu)年(nian)營(ying)銷(xiao)(xiao)(xiao)員數(shu)(shu)量近87萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren),較年(nian)初(chu)(chu)增(zeng)(zeng)(zeng)(zeng)長(chang)(chang)36.9%;手(shou)續費(fei)及(ji)傭金支(zhi)出(chu)(chu)67億(yi)(yi)元(yuan)。大投(tou)入帶來了保(bao)費(fei)增(zeng)(zeng)(zeng)(zeng)速的(de)明顯變(bian)化,據(ju)《中(zhong)(zhong)(zhong)國(guo)(guo)經(jing)營(ying)報(bao)(bao)》記者統計(ji),今(jin)(jin)年(nian)1~5月(yue)中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)保(bao)費(fei)增(zeng)(zeng)(zeng)(zeng)速多超過(guo)50%,而平(ping)安增(zeng)(zeng)(zeng)(zeng)速基本在30%以(yi)內(nei)。去(qu)(qu)年(nian)年(nian)底中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)、平(ping)安人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)保(bao)費(fei)增(zeng)(zeng)(zeng)(zeng)速分別為(wei)8%、22%。自去(qu)(qu)年(nian)監(jian)管(guan)層(ceng)宣布保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)營(ying)銷(xiao)(xiao)(xiao)員資格考試(shi)取消后,保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)行業營(ying)銷(xiao)(xiao)(xiao)員數(shu)(shu)量驟(zou)增(zeng)(zeng)(zeng)(zeng)。最新數(shu)(shu)據(ju)顯示(shi),國(guo)(guo)內(nei)保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)營(ying)銷(xiao)(xiao)(xiao)員數(shu)(shu)量達到710萬人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren),相當于(yu)每7個營(ying)銷(xiao)(xiao)(xiao)員中(zhong)(zhong)(zhong)有一個來自中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)。如此(ci)(ci)龐(pang)大的(de)一支(zhi)各險(xian)(xian)(xian)(xian)(xian)(xian)隊伍,如果提(ti)高產能(neng)、加(jia)強(qiang)管(guan)理、減少銷(xiao)(xiao)(xiao)售(shou)誤導(dao)也是(shi)考驗各壽(shou)(shou)險(xian)(xian)(xian)(xian)(xian)(xian)大佬的(de)難(nan)題。根(gen)據(ju)保(bao)監(jian)會(hui)公(gong)布的(de)5月(yue)保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)消費(fei)投(tou)訴(su)(su)情況的(de)通報(bao)(bao)情況,2016年(nian)5月(yue),中(zhong)(zhong)(zhong)國(guo)(guo)保(bao)監(jian)會(hui)機(ji)關(guan)和各保(bao)監(jian)局收到涉及(ji)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)身(shen)(shen)險(xian)(xian)(xian)(xian)(xian)(xian)公(gong)司(si)的(de)投(tou)訴(su)(su)1190件,其中(zhong)(zhong)(zhong),投(tou)訴(su)(su)量居前3位的(de)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)身(shen)(shen)險(xian)(xian)(xian)(xian)(xian)(xian)公(gong)司(si)依次為(wei):中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)(393件)、新華人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)(141件)、平(ping)安人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)(118件),分別同(tong)比(bi)增(zeng)(zeng)(zeng)(zeng)加(jia)47.19%、2.17%、-36.22%。在人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)身(shen)(shen)險(xian)(xian)(xian)(xian)(xian)(xian)涉嫌保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)公(gong)司(si)違法違規(gui)(gui)類投(tou)訴(su)(su)中(zhong)(zhong)(zhong),銷(xiao)(xiao)(xiao)售(shou)違規(gui)(gui)117件,占違法違規(gui)(gui)投(tou)訴(su)(su)總(zong)量的(de)75.97%,主(zhu)要反映夸大保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)產品收益、錯誤解釋保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)條款(kuan)(kuan)、混淆保(bao)險(xian)(xian)(xian)(xian)(xian)(xian)與銀行理財儲(chu)蓄概念、隱瞞(man)免(mian)責(ze)條款(kuan)(kuan)與退保(bao)損(sun)失等。與此(ci)(ci)同(tong)時,其利潤(run)(run)狀況似(si)乎并不(bu)樂觀(guan)。公(gong)開資料顯示(shi),今(jin)(jin)年(nian)一季度(du),平(ping)安人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)凈利潤(run)(run)123億(yi)(yi)元(yuan),中(zhong)(zhong)(zhong)國(guo)(guo)人(ren)(ren)(ren)(ren)(ren)(ren)(ren)(ren)壽(shou)(shou)約為(wei)50億(yi)(yi)元(yuan),不(bu)足(zu)“小弟”一半。