Activity + skill

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Activity + skill

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

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