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PMSquare Provides Consulting Services & solutions with        detailed practical experience across all industriesConsultin...
Performance Management Solutions
Business Analytics for any organisation:Common Decision-Making Model      Open, Enterprise Platform                 Source...
INSURANCE SALES PERFORMANCEThe IBM Insurance Sales Performance Dashboard solution provides a prebuiltframework for Analysi...
Performance Management Functionality     Ø      Reporting           ü  Provides full breadth of report types           ü...
Insurance Sales Performance Dashboard :               Solution OverviewBusiness Benefits§  Provides Sales Officers the po...
Technology                                                                                                                ...
Summary  Fast          Less       More confidenceDecision     probability      about the Making       of error        deci...
Roles and Hierarchy                                              VP Sales                        VP Sales Dashboard       ...
Role Based Dashboard Authentication andRole based dashboard
VP Sales Dashboard Analysis Cubes for slicing                         Key Performance indicators and dicing data, do what-...
VP Sales DashboardHover the mouse on the KPIto see the trend for the last12 Months
VP Sales Dashboard – Detail      Option to view the      detail information
VP Sales Dashboard – Sales detail
VP Sales – Reports View Reports grouped under sections
Compensation – Commission Analysis          One can drill down to see the          break up of commission          under L...
Compensation - Commission Analysis –       Drill down by Product          One can further drill down          and analyze ...
Compensation-Commission Analysis–Drill          down by Product
Compensation-Commission %
Compensation-Distribution of Agents
Policy-New Business Case Count
Policy – In-Force Policy Count
Policy - Persistency
Productivity - Average Policy Size
Productivity - Quadrant Analysis
Productivity – Based on Case Count
Productivity – Based on Commission
Productivity – New Customers Acquired
Productivity – Percentage of Non      Performing Agents
Productivity – Total Sum Insured
Sales Force – Agency Manpower
Sales Force – Activity Ratio
Sales Force – Agent Appointments
Sales Force – Net Terminations
Sales Force – Average Number of Newly           Appointed Agents
Sales Revenue – New Business Premium
Sales Revenue – Total Premium
Sales Revenue – Growth in Premium             Revenue
Sales Revenue – In-Force Premium
Sales Revenue – Premium Revenue by            Organization
Sales Revenue – Revenue Ratio from New              Customers
Analysis – Man Power
Analysis - Performance
Analysis – Sales Production
Sales Force Hierarchy                                              VP Sales                           Sales Manager       ...
Sales Supervisor Dashboard        Link to Reports      Score Card                            Comparison against           ...
Sales Supervisor Reports – New Business              Case Count
Sales Supervisor Reports – In-Force              Policies
Sales Supervisor Reports - New Business           Premium Analysis
Sales Supervisor Reports – Premium             Revenue
Sales Supervisor Reports – Policy          Persistency
Sales Supervisor Reports – Sales          Production
Sales Supervisor Reports – Distribution of              Commission
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Insurance sales performance dashboards powered by PMSquare

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Insurance sales performance dashboards for VP of Sales, sales management and front-line sales staff.

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Transcript of "Insurance sales performance dashboards powered by PMSquare"

  1. 1. PMSquare Provides Consulting Services & solutions with detailed practical experience across all industriesConsulting Services Focus Areas:•  Customer Analytics & Reporting: Helping businesses stay focused on their customers with innovative and effective approaches to marketing, Telco & Financial Healthcare Consumer Automotive sales and customer service. High Tech Services Products•  Finance & Performance Management: Exploring the relationship between finance mastery and achieving high performance, and delivers experience and assets that can help businesses and governments master their finances with Financial Performance Management comprehensive approaches backed by proven -  Budgeting, Forecasting & Planning assets. -  Risk Management•  Talent & Organization Performance: Guiding Business Intelligence companies toward strategic ways of elevating an -  Analytics, Reporting, Scorecards & Dashboards organization’s performance with services in change -  ETL & Data-warehousing management, human capital and organization effectiveness, -  Predictive Analytics•  Operations & Supply Chain Performance: Productivity Improvement Solutions Improving visibility of operational performance, -  Improve administration & mainteance turning insights into action that drive performance.
  2. 2. Performance Management Solutions
  3. 3. Business Analytics for any organisation:Common Decision-Making Model Open, Enterprise Platform Source SystemSeamless Business Intelligence Analytics Drill Through Packaged Reporting & Analysis Financial Analytics Sales Analytics Risk Analytics §  Ledger §  Pipeline Performance §  Operational §  Payables §  Sales force Performance §  Strategic §  Receivables §  Sales Segmentation §  Enterprise Risk §  Cash Management §  Customer Relations §  Scorecards §  Customer/Vendor Risk §  Pricing and Program Analytics §  GRC Workforce Analytics Marketing Analytics Procurement Analytics §  Talent Development §  Customer Segmentation §  Spend Analysis §  Talent Management §  Product & Pricing Analysis §  Vendor Analysis §  Talent Retention §  Promotions Analysis §  Contract Management §  Workforce Strength §  Brand Analytics §  Operational Efficiency §  Compensation 3
  4. 4. INSURANCE SALES PERFORMANCEThe IBM Insurance Sales Performance Dashboard solution provides a prebuiltframework for Analysis and Monitoring of KPIs What is the Insurance Sales Performance Dashboard Solution? The Insurance Sales Performance Dashboard solution provides an Insurance company Chief Marketing Offices , Chief Sales Officers, Senior Sales Executives and Sales Managers a pre built role based reporting framework for visually presenting and reporting the Key Performance Indicators across the Sales & Marketing area to enable them to track the sales, revenue, productivity and performance. What does the solution do? §  Health of the whole organization can be viewed by CXO at one go MODELS, TECHNOLOGY, BEST PRACTICES §  Balance Scorecard approach provides uniform focus to different functional areas A single integrated enterprise-wide view of Cross-LOB metrics catering §  Role based KPIs according to hierarchy to the requirements of multiple and functional areas Insurance Sales levels of Management. Performance Dashboard §  Provide alerts on thresholds §  Role based access control Sales and Customer Information §  Ability to handle ad-hoc queries to Claims Marketing Finance Services Technology Others generate customized reports in addition to standard reports Data & Content, Federation, Advanced Analysis 4
  5. 5. Performance Management Functionality Ø  Reporting ü  Provides full breadth of report types ü  Delivers consistent information across all types of report output ü  Can be personalized and targeted Ø  Analysis ü  Provides guided exploration across multiple dimensions of information ü  Provides capabilities to do further analysis ü  Gets to the “why” behind trends to reveal symptoms and causes ü  Moves from summary level to detail levels of information effortlessly Ø  Dashboards ü  Provides at-a-glance, high impact views of complex information ü  Helps quick focus on issues that need attention and action ü  Are highly visual and intuitive with an option of tabular view ü  Combines information across disparate sources ü  Multiple views of KPI for analysis Ø  Scorecards ü  Provides instant measurement relative to targets and benchmarks ü  Aligns decisions and tactics with strategic initiatives ü  Ensures ownership and accountability
  6. 6. Insurance Sales Performance Dashboard : Solution OverviewBusiness Benefits§  Provides Sales Officers the power of informed decision making§  Robust underlying model (IIW) helps in adding new KPIs with minimal effort§  Complete control over sales and revenue with balanced scorecards, alerts and analysis views§  Built-in sales force performance and productivity analysis§  Impact analysis and follow up actionsPrebuilt Solution Components§  66 Key Performance Indicators and 150 Standard Reports spreading across Sales & Marketing§  IIW based Datamart§  Cognos Metadata Model (FM Package)§  Role based Dashboards§  Balanced Scorecards§  Rules based alerts§  Ad-hoc queries to generate customized reports in addition to standard reports
  7. 7. Technology Application firewall, Authentication, Authorization, Cryptographic Services COGNOS COMMUNICATION WEB Reports published in web COGNOS SECURITY Composite Chart Analysis List Dashboard COGNOS Second level Analysis Metric Project Meta data modelAPPLICATION First level Framework Manager Package Meta data model All meta data except Metric related metric related meta data SOAP API (WSDL) Star schema IIW data mart Data Mart Data Mart Content Store Metric Store DB2 DATA Cognos Managed Repositories Operations Data ODS Store Policy Financials Claims Others Source Systems
  8. 8. Summary Fast Less More confidenceDecision probability about the Making of error decisions
  9. 9. Roles and Hierarchy VP Sales VP Sales Dashboard Sales Manager Sales Manager Sales Supervisor Sales SupervisorAgent Agent
  10. 10. Role Based Dashboard Authentication andRole based dashboard
  11. 11. VP Sales Dashboard Analysis Cubes for slicing Key Performance indicators and dicing data, do what-if shown with status, Targets, analysis and a lot more ad- Actual, Variance, Rate of hoc analysis change over previous month Alerts – with option to analyze and identify root causesLink to reports Key sales figures with the capability to analyze the details
  12. 12. VP Sales DashboardHover the mouse on the KPIto see the trend for the last12 Months
  13. 13. VP Sales Dashboard – Detail Option to view the detail information
  14. 14. VP Sales Dashboard – Sales detail
  15. 15. VP Sales – Reports View Reports grouped under sections
  16. 16. Compensation – Commission Analysis One can drill down to see the break up of commission under Life insurance
  17. 17. Compensation - Commission Analysis – Drill down by Product One can further drill down and analyze the commission break up under Term Life
  18. 18. Compensation-Commission Analysis–Drill down by Product
  19. 19. Compensation-Commission %
  20. 20. Compensation-Distribution of Agents
  21. 21. Policy-New Business Case Count
  22. 22. Policy – In-Force Policy Count
  23. 23. Policy - Persistency
  24. 24. Productivity - Average Policy Size
  25. 25. Productivity - Quadrant Analysis
  26. 26. Productivity – Based on Case Count
  27. 27. Productivity – Based on Commission
  28. 28. Productivity – New Customers Acquired
  29. 29. Productivity – Percentage of Non Performing Agents
  30. 30. Productivity – Total Sum Insured
  31. 31. Sales Force – Agency Manpower
  32. 32. Sales Force – Activity Ratio
  33. 33. Sales Force – Agent Appointments
  34. 34. Sales Force – Net Terminations
  35. 35. Sales Force – Average Number of Newly Appointed Agents
  36. 36. Sales Revenue – New Business Premium
  37. 37. Sales Revenue – Total Premium
  38. 38. Sales Revenue – Growth in Premium Revenue
  39. 39. Sales Revenue – In-Force Premium
  40. 40. Sales Revenue – Premium Revenue by Organization
  41. 41. Sales Revenue – Revenue Ratio from New Customers
  42. 42. Analysis – Man Power
  43. 43. Analysis - Performance
  44. 44. Analysis – Sales Production
  45. 45. Sales Force Hierarchy VP Sales Sales Manager Sales Manager Sales Supervisor Sales Supervisor Sales Supervisor DashboardAgent Agent
  46. 46. Sales Supervisor Dashboard Link to Reports Score Card Comparison against Organizational averages
  47. 47. Sales Supervisor Reports – New Business Case Count
  48. 48. Sales Supervisor Reports – In-Force Policies
  49. 49. Sales Supervisor Reports - New Business Premium Analysis
  50. 50. Sales Supervisor Reports – Premium Revenue
  51. 51. Sales Supervisor Reports – Policy Persistency
  52. 52. Sales Supervisor Reports – Sales Production
  53. 53. Sales Supervisor Reports – Distribution of Commission
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