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Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
Amazing Solution
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Amazing Solution

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Current Life Insurance Sales Productivity Problems & their Amazing Solution

Current Life Insurance Sales Productivity Problems & their Amazing Solution

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  • 1. Presents Amazing Solution For Life Insurance Business
  • 2. Lets review the Current Challenges Getting Sales Managers – Recruitment is A BIG Challenge Scarcity of Trained Manpower All Consultants are sending the same CVs Average CTC Rs 2 – 3 Lac You pay Consultants 8.33 to 10% of CTC = Rs 20,000 to Rs 30,000
  • 3. Lets review the Current Challenges New Sales Managers need to put immediate Business – no Time to Train them on – PRODUCTS – OPS PROCESS – SELLING SKILLS & – MANAGERIAL SKILLS to perform according to expectation
  • 4. Lets review the Current Challenges Result - Unable to Understand the Business Model - Unable to Recruit AGENTS - Handful of untrained AGENTS - Meeting SALES NUMBERS through MISSELLING - Breaking all COMPLIANCE norms - Ultimately changing Jobs - Your LOSS = Consultant Fees + Few Months Salary = Rs 130,000
  • 5. Lets review the Current Challenges Sales Managers View Point Constant worry – “it is difficult for ME to get AGENTS” • They try to explore their NATURAL MARKET – cannot explain the Business Opportunity properly • They give Ads to News Paper • They try to approach even the existing Customers to become their Agent
  • 6. Lets review the Current Challenges The BIGGEST PROBLEM of the Life Insurance Industry New AGENTS are not TRAINED on SELLING SKILLS They take Shortcut to MISSELL Breaking the COMPLIANCE
  • 7. Lets review the Current Challenges Agents are only TRAINED on PRODUCTS …….. Sales Managers THINK – it is a WASTEAGE of TIME – if they send their AGENT for TRAINING Because after training they do not find any SIGNIFICANT CAHNGE in the AGENTS SELLING SKILL Level
  • 8. Lets review the Current Challenges For a SIGNIFICANT CAHNGE in the AGENTS SELLING SKILL Level ….. The TRAINERS TRAINING SKILL is RESPONSIBLE …. 1. To TRANSFER LEARNING 2. To RETAIN LEARNING 3. To RE-CALL LEARNING The TRAINING CONTENT – SHOULD GUIDE the AGENT to Learn New Selling Skills Step by step
  • 9. Lets review the Current Challenges Trainers are not adequately TRAINED on …. 1. INSTRUCTIONAL SYSTEM DESIGN ( Robert Mager’s Model, BLOOM’S TAXONOMY , ADDIE Model ) 2. Trainers are not TRAINED on FACILITATION & PRESENTATION SKILLS ( Robert Gagne’s Model )
  • 10. Lets review the Current Challenges 1. Trainers cannot make effective IMPACT – because the TRAINING CONTENT (Training Program ) need a INSTRUCTIONAL SYSTEM DESIGN based approach 2. TRAINING CONTENT TEAM need to understand Companies Current Year BUSINESS OBJECTIVE & DESIGN TRAINING CONTENT based on ISD to enhance AGENTS PRODUCTIVITY & ACTIVISATION
  • 11. Summary of ALL the Challenges 1. Recruitment of Sales Managers 2. Getting a Sales Manager Trained on Managerial Skill 3. Getting New Trained Agents 4. Agents need to be Trained on SELLING SKILLS 5. Trainers need to be Trained on Facilitation & Presentation Skills 6. The Training Content Team need to be trained on Instructional System Design of Content making & Motivational Videos
  • 12. Shareholders Capital impact Drainage for a single Sales manager is around Rs 130,000 If you have 1000 Sales Managers with 50% attrition – Impact is Rs 6.5 Cr If you have 2000 Sales Managers with 60% attrition – Impact is Rs 15.6 Cr + 1. Loss of Time to Train up – both Sales Managers & Trainers
  • 13. How Do YOU Train The Talent To get MORE
  • 14. Attack the of the Problem For example – When somebody join the CAR DRIVING SCHOOL – after 14 days of TRAINING – it is GUARANTEED – that the PERSON can DRIVE A CAR Can the PRESENT TRAINING STRUCTURE – GUARANTEE ??? that the AGENT can DRIVE A SALE The TRAINING - need to be based on INSTRUCTIONAL SYSTEM DESIGN – which GUARANTEE the RESULT
  • 15. Attack the of the Problem You get CONTENT TEAM - Certified on INSTRUCTIONAL DESIGN Amazing You get Solution TRAINERS - Certified on FACILITATION & PRESENTATION SKILL You get Amazing AGENTS - Certified on EMERALD SELLING SKILL You get Solution SALES MANAGERS - Certified on MANAGEMENT SKILLS
  • 16. Amazing Solution Training Content Training Content According to Team trained Start Business Objective In Instructional Design All Sales Managers Trainer trained End Are trained on on Facilitation & BUSINESS SKILLS Presentation Skill All Sales Managers All Agents are Are trained on Trained on MANAGEMENT SKILLS SELLING SKILLS
  • 17. Amazing Solution Build Training Content According to Business Objective All Companies want per Agent Productivity This means each Agent should be trained on “ How to Sell Life Insurance Policy” The Content should be helping the Agent to develop the Selling Competency Amazing Solution : We TRAIN the Content Team
  • 18. Amazing Solution We Certify the Training Content Team on …. • Instructional System Design • Cognitive Learning • Blooms Taxonomy • ADDIE Model • Flash Presentation • Quiz Maker • Online Presentation Skill • Video Presentation Skill • Creating Motivational Video • Creating Newsletter • E-Learning – Learning Management System • Training Management System • Flip-Books – Sales Presenter for Agents
  • 19. Amazing Solution Trainers Certified on Professional Training & development • Learn Bloom’s Taxonomy • Robert Gagne’s 9 Step • DAT Model • Cognitive Learning • Androgogy & Pedagogy • Training Games & De-briefing • Assessment Intervention • Business Presentation Skill– HNI & Banc assurance
  • 20. Amazing Solution All Agents are Certified on EMERALD SELLING SKILLS ….. •EMERALD W A Y – Selling SKILL • Prospecting – Database Management • How to do TELE-CALLING • Ready-made NEED ANALYSIS • Presenting a SOLUTION • How to explain the Investor Guide • ExpArt Objection Handling • QUIK – CLOSING • Importance of Dox & Compliance • Policy Servicing • After Sales Service Strategies
  • 21. Amazing Solution All Sales Managers are Certified on Business Management & Agency Development / Alternate Channel Development • Recruitment & AGENCY GRID / Channel Management • Channel Relationship • Concept of MAP – A – DAY of an Agent • How to distribute TARGET • How to do ACP ( Area Coverage Plan ) • How to MONITOR the ACTIVITY of the Agent • How to MONITOR the TAT of the Sales Cycle • How to ENSURE – CALL MANAGEMENT • How to MOTIVATE the Team • How to hold a COACHING SESSION • How to MAINTAIN COMPLIANCE
  • 22. Amazing Solution So ….. You get SALES MANAGERS Certified You get AGENTS You get TRAINERS on Business Certified on EMERALD Certified on Professional Management & Agency / Selling Skills Training & Development Alternate Channel Development You get CONTENT We do CONSTANT DEVELOPERS Certified ASSESSMENT to give on INSTRUCTIONAL you FEEDBACK SYSTEM DESIGN
  • 23. Amazing Solution • Run a • In a • See the PILOT Particular RESULT Region SALES AGENTS TRAINERS MANAGERS Development Development Development • Implement PAN INDIA CONTENT DEVELOPERS Development
  • 24. Summary of Services Offered For Trainers • Trainers Certification on Professional Training & Development • Training Content Developers Certification on Instruction System Design 1. These Courses can be spread over months 2. Can be used as a Retention Tool for Performing Trainers 3. Can be a part of the RnR Program 4. A Practical Development Program relating to Business Objectives 5. You can decide these Programs as a Full Day Module or a 4 Hour Module
  • 25. Summary of Services Offered For Sales Managers • Sales Managers Certification on Business Management & Agency Development / Alternate Channel Development 1. These Courses can be spread over months 2. Can be used as a Retention Tool for Performing Trainers 3. Can be a part of the RnR Program 4. A Practical Development Program relating to Business Objectives 5. You can decide these Programs as a Full Day Module or a 4 Hour Module
  • 26. Summary of Services Offered For Agents • New Agents Induction Certification on Financial Market Basics , Unit Link certification , AML , Customer Segmentation & Selling Tips • Existing Agents Certification on EMERALD Sales Process , Business Planning Goal Setting , Prospecting , EMERALD Need Identification , Sales Presentation , Objection Handling , Negotiation , Closing , Importance of Documentation , Policy Delivery Servicing & After Sales Service • Performing & MDRT Agents Certification on Wealth Management Program , Portfolio Analysis , MWPA , Employer & Employee & HNI positioning • In-Active Agents Revival Program – Back to Business
  • 27. Summary of Out-Sourcing Services Offered Profit from Out-Sourcing ….. • Training Process Out-Sourcing – Full or Partial or on Channel basis • Training Content Development Out-Sourcing – Sales , Leadership & MDP • E-Learning Out-Sourcing for continuous updating on Product & Process • 50 Hours of IRDA online MOCK TEST Out-Sourcing for Higher Percentage of Pass-out • M-Learning for Continuous Assessment on-the-move – Mobile Phone Application
  • 28. Amazing Solution Visit : www.trainthetalent.com Training – A Strategy to Differentiate

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