Activity + skill
- 1. Activity + Skill =Productivity Aravamudhan
- 2. WHAT MAKES A GOOD COFFEE Cup saucer Coffee Powder Water Milk Sugar spoon Costliest Crockery Jamaican powder Himalayas Swiss Toned Milk Granulated Sugar Golden Spoon Fire = Burning Desire
- 3. Good DM Recruitment Prospecting 24X7 Development. IrDA Training Product Training Sales Training. Sales Processes. Activisation. Prospecting Lead Generation Productivity Prospect Tracking. CALL STATUS.MATURITY VS DROPPING.
- 4. Good DM MIS/REPORTS . FOR Recognition/ Visibility/ Motivation. APPS VS FPC FOCUS . Segmentation of Advisors. FPC DRIVE. H.yly/ annual/ single premium . RENEWAL PREMIUMS . Mis / Collection cycle. CUSTOMER SERVICE/RETENTION . Courtesy Calls / visits
- 5. BEST TRAITS OF DM. Integrity Stress Tolerance Interpersonal Skills Time Management & Delegation Skills Coaching & Instructional Skills Sales Skills Willingness to seek and accept assistance Business Management Skills Problem Solving Skills Oral Communication Skills Perseverance Planning Skills and ability to carry out plans Organizational commitment
- 6. Activity Monthly Meetings Weekly Interaction Daily Reports Reviews with LA(every fortnight)
- 7. Monthly Meetings Agenda ??? Recognize Last month performers Happenings in our region/company Discussion on Earnings Industry updates Issues vs. commitment Product specific or Flavor of the Month Motivation segment (BM/RM/TM) Entertainment & closing Lack Of Confidence Fear Of Failure
- 8. Weekly interaction Prospect Tracking & developments Product Refresher/Clarifications Industry updates His personal Goal Sheet
- 9. Daily Reports DM responsibility Given to the BSM on the next day It should carry prospecting Review( PRDP ) on this will be on every week end
- 10. Reviews Once in a fortnight Advisor’s with BSM Developmental Activity to be discussed Track Sheet for advisor to be reviewed
- 11. B S M’s Role on DM’s Development 1 day training on expectation on him 1 day on recruitment and market segmentation 1 day Sales techniques to be taught 3 days on the job Daily follow up on his prospect Advisor tracking to be taught Personal Profile of all LA & Do to be maintained Every month 15 th will be the LA & Do town hall Vision building & think big concept
- 12. Effective Planning of DM Planning of the Month & discussion with the BSM must get over on 1 st of every month Unit meeting must get over before 3 rd of the Month Activisation of the Base LA must get over by 7 th of every month 4 Dos 1 License and 12 Policies are mandate to a DM 3 Fresh calls / 2 follow-up call and 1 recruitment call per dm in a day Every day its mandate to call all LA/Do morning & evening as a relationship call Once in a week meet all the LAs / Dos
- 13. Meticulous Execution Activisation Normally the tendency of every one after getting activated we will ignore the LA / Do, We need to think on Migrating the 1 policy LA / Do to 2 and 2 to 3 Like wise. First week of the month complete all the LA for doing 1 st policy and work towards 2 nd & 3 rd Start the day at 6 AM. And close the day by 10 PM as routine Update your Knowledge Keep a Transparency in communication Avoid over commitment or wrong commitment Value others time Have fun at work Don’t have a zero day