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Operation manager lead training.pptx

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Operation manager lead training.pptx

  1. 1. Operations Manager
  2. 2. Operation Manager One way to ensure agents maintain a high level of activity Is to require the agent to report their projected appointments and production to you every Monday evening. This is followed up with the agent reporting their mid-week production and remaining appointments every Wednesday evening.
  3. 3. Sales Manager • You can help your SR’s AD’s maintain a high level of activity by helping them develop their own prospects by Store call, getting referrals, building long-term relationships and other prospecting techniques. ** Contact is defined as cold call, telephone interview and lead follow-up with an attempt to set an appointment.
  4. 4. Training Sales Person to have production • Activity equals production! It is important for you to minimize all activities not directly related to the productivity of your Sales person. • In addition, it is important to adequately teach your agents how to develop effective marketing plans, develop long-term customer relationships and maintain a high level of activity.
  5. 5. Production
  6. 6. Production • Setting production goals, identifying responsibilities, identifying required resources and establishing and maintaining minimal standards are key to operating a successful sales operation. • You will need to be able to accurately forecast the amount of sales that will be generated from each agent’s territories.
  7. 7. Production • It is important for agents success that their manager expects them to have a minimum production each week. • Expect and encourage agents to produce a minimum i.e.: $5,000, written annualized premium weekly. • Require agents to produce a minimum issued annualized premium per quarter, for example $30,000 a quarter would qualify them for local recognition.
  8. 8. Production • Expect and encourage your agents to take advantage of the AECI affiliate prospecting programs available on website.
  9. 9. Production You should review your agents’ activity requirements, goals, ratios and results weekly. In addition you should ensure your agents: 1. Set a minimum of 15 new appointments every week. 2. Make a minimum of 4-6 presentations* every week.
  10. 10. Culture
  11. 11. Culture • Attitudes, beliefs, values, philosophies • Agency Culture: The manner in which production occurs in your agency
  12. 12. Stages of Development
  13. 13. Define the Scale 1. Exceptional - “Above Average” 2. Satisfactory - “Good” (set goals) 3. Needs Improvement - same (set goals) 4. Unsatisfactory - Transfer/Terminate
  14. 14. Meet and Review • Meet and review what will be evaluated • Provide examples of what high, mid and low performance looks like • Suggest self-tracking chart – use a weekly activity planner • Ask questions if unsure of what is being measured and how its being measured - not what the measurement is
  15. 15. Self-Fulfilling Prophecy Self-Fulfilling Prophecy Our Perception Others Behavior Our Behavior Determines Elicits Reinforces
  16. 16. Triad of Performance • What to do… Management • How to do it… Training • Execution… Leadership
  17. 17. 4 Steps • Focus on performance - not the person • Empower the Sales Personnel to change • Write down solution and action plan • Follow up - evoke +/- consequences
  18. 18. Top Producers Alike Sales Professional Sales Manager  Value the Job  Achievement Motivation  Optimism  Listening Comprehension  Professional Image  Self-confident  Value the Job  Achievement Motivation  Optimism  Listening Comprehension  Professional Image  Self-confident
  19. 19. Top Producers Different Sales Professional Sales Manager  Training  Affiliations  Self-competitive  Product knowledge  Assertive  Flexible Personality  Need to close  Growth of others  Plan and Organize  Accountability  Leadership  Identifies with Management
  20. 20. Burnout
  21. 21. Burnout • Frustration: Goals not realized – easily aggravated – feelings of hopelessness and helplessness
  22. 22. Burnout • Apathy: Non-feeling stage – presence is physical only – goal is to protect from further disillusionment – avoids risks, maintains status quo – doesn’t want involvement – feels isolated and cut off – working in vacuum - no feedback – this work is futile
  23. 23. Burnout • Stagnation: Loss of satisfaction – disgruntled, gripes, spreads dissatisfaction – sees environment as stressful – bureaucratic processes become mountains – feels stuck below level of competence – feels unappreciated – communication suffers – perceives dead end career
  24. 24. Improvement Process
  25. 25. Improvement Process • Catch them doing things right – support and challenge – Review “how” they made sale at turn in • Catch and remediate anything that will show up negative • Model activity planning and hold weekly reviews – let agents solve their own problems – teach problem solving
  26. 26. Who is a Qualified Prospect?
  27. 27. WHO IS A QUALIFIED PROSPECT? • An individual who recognizes a problem exist (they believe they have a problem) • They are motivated to solve this problem • They feel our product will solve their problem • They can physically qualify for our product • They have the money to purchase our product • They are willing to spend money to purchase our product to solve their problem • They are willing to purchase our product TODAY!
  28. 28. WHAT IS NEEDED
  29. 29. WHAT IS NEEDED A Sales Personnel who are not successful do not lack physical energy, product knowledge, or the latest sales training, they do not even need a different personality. What they need is more customers. Customers come from daily prospecting.
  30. 30. Prospecting and Planning Prospecting is a daily activity as part of your Sales Team daily schedule. • Teach them to state specific objectives and desired results to be obtained • Review with them and update objectives and results regularly • Review with your Sales Team their schedule of daily prospecting activity • Help your Sales Team map out strategies and focus on specific activity • Require your Sales team to develop plans and incorporate them into their daily planner
  31. 31. Plan Your Work Now Work Your Plan Do not confuse planning prospecting with the activity of prospecting. Your agent will only make a sale if they are making fact-to-face presentations to prospects! Common Sense Prospecting: • Prospect where you pay • Prospect where you play • Prospect where you pray The function of a pre-approach is to approach, which leads to a presentation, which leads to a sale.
  32. 32. SAMPLE SALE DAY AGENDA Store Calls RULES OUTCOMES Plan each day Work systematically Make a full presentation on every call Do all paperwork in your down time • Don’t prejudge • “Look for sales” • Call every lead • Visit every lead • Have daily activity • Have 20 appointments every day • Concentrate on making presentations • Spend time with “Prospects” 7:30 Leave for field 8:00 Make 1st sales call 8:30 Walk & Talk 11:40 Sales Call 12:00 Lunch 1:00 Sales Call 2:00 Sales Call Walk & Talk Collect Bus. Cards 4:00 Sales Call 5:00 Home 6:00 Plan for next day (Alternate schedule/ next day make phone calls in am/leave at 11 for field. Work till 8 p.m.