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Selected slides on activity management and time management

Sales activity management through simple tools; plus time management in setting priority in sales activity planning

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Selected slides on activity management and time management

  1. 1. Three Year Aspiration Last Year Next Year Forecast Wanted Position 2011 Results 2012 Results: 2014 Results: : RM 400,000 RM 800,000• RM280,000 10 % Takaful 25 % Takaful• 5% New Product 80 cases 62 Cases• 56 cases RM 6,500 RM 10,000• RM 5,000 in FYP/case Routes FYP/case FYP/case• 80% Jr.-mid Mgrs 20% Top/Biz 60% Top/Biz• 20% wallet share Owner owner of Top 20 35% Wallet Share 50% Wallet Share of Top 20 of Top 20
  2. 2. Backward Planning ProcessClient Type NewTarget Preimum 300,000less Premium sold to-date 160,000less Pipeline (Net) 30,000Outstanding Premium 110,000AveragecCase Size 5,000No. of Premium needed 22Proposal to close ratio 3No of Proposals 66Fact Finding to Proposal Ratio 4No of Fact Finding Meetings needed 264Phone call/contact to F/F Meeting ratio 6No of Phone calls/Contacts Needed 1584Remaining months 6No of phone calls/Contacts per remaining months 264No of Fact Finding Meetings per remaining months 44No of Proposal per remaining months 11No of premium per remaining months 3.7
  3. 3. Managing Future BusinessNo name P/PKC/C/KC Value Milestone Adjusted Value Action Plan 1 Seah C $7,000 90 $6,300 F-up medical; fix Nov date 2 Gupta KC $30,000 30 $9,000 Pot Analysis; priority 3 Rahman C $3,000 30 $900 Competition argumentation 4 Siti C $5,000 30 $1,500 Meet next week, priority 5 Tan C $5,000 0 $0 6 Chandra KC $30,000 0 $0 Meet ? Priority 7 Mutu C $2,000 0 $0 8 Newton PKC $20,000 50 $10,000 arrange date; priority 9 Zaina P $2,000 50 $1,000 10 Yan P $5,000 50 $2,500 11 Tiara P $5,000 50 $2,500 11 Hajit P $1,500 0 $0 12 Harry P $5,000 0 $0 14 Jonston P $5,000 0 $0 15 Lam P $4,000 0 $0 16 Din P $1,000 0 $0 17 Marjit P $1,000 0 $0 18 James P $1,000 0 $0 $0 $0 $0 $0 $0 $0 $0 Total $132,500 $21,700
  4. 4. Sample QDQ Report Time spent on prospectingTime spent on f-up, proposal Time spent on F2F Convert Proposal to orderConvert 1st meet to proposal Win rate in prospecting 2012 Promoting Takaful 2011 Top Mgrs and Biz owners New customers #Proposals #F2F BD visits # Prospecting 0 10 20 30 40 50 60
  5. 5. Time Management Model Important Important Urgent Not Urgent HighImportance Not important High A Not Important B Urgent Not Urgent Importance Low C X High Low Urgency Low
  6. 6. Managing A,B & C TasksA and C Tasks B Tasks Today’s business demands Tomorrow’s business demands Today’s activities to be done today Tomorrow’s activities to be done today Not possible to postponed Can still be postponed A has higher priority B has higher priority C has lower priority Consume less time with planning Consume more time, no time to plan

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  • kashekashe

    Nov. 3, 2020

Sales activity management through simple tools; plus time management in setting priority in sales activity planning

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