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Operations Manager
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.
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.
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.
Production
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.
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.
Production
• Expect and encourage your agents to take
advantage of the AECI affiliate prospecting
programs available on aeci.us website.
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.
Culture
Culture
• Attitudes, beliefs, values, philosophies
• Agency Culture: The manner in which
production occurs in your agency
Stages of Development
Define the Scale
1. Exceptional - “Above Average”
2. Satisfactory - “Good” (set goals)
3. Needs Improvement - same (set goals)
4. Unsatisfactory - Transfer/Terminate
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
Self-Fulfilling Prophecy
Self-Fulfilling Prophecy
Our Perception
Others Behavior
Our Behavior
Determines
Elicits
Reinforces
Triad of Performance
• What to do… Management
• How to do it… Training
• Execution… Leadership
4 Steps
• Focus on performance - not the person
• Empower the Sales Personnel to change
• Write down solution and action plan
• Follow up - evoke +/- consequences
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
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
Burnout
Burnout
• Frustration: Goals not realized
– easily aggravated
– feelings of hopelessness and helplessness
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
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
Improvement Process
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
Who is a Qualified Prospect?
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!
WHAT IS NEEDED
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.
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
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.
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.
Operation manager lead training.pptx

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Operation manager lead training.pptx

  • 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. 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. 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.
  • 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. 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. Production • Expect and encourage your agents to take advantage of the AECI affiliate prospecting programs available on aeci.us website.
  • 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.
  • 11. Culture • Attitudes, beliefs, values, philosophies • Agency Culture: The manner in which production occurs in your agency
  • 13. Define the Scale 1. Exceptional - “Above Average” 2. Satisfactory - “Good” (set goals) 3. Needs Improvement - same (set goals) 4. Unsatisfactory - Transfer/Terminate
  • 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. Self-Fulfilling Prophecy Self-Fulfilling Prophecy Our Perception Others Behavior Our Behavior Determines Elicits Reinforces
  • 16. Triad of Performance • What to do… Management • How to do it… Training • Execution… Leadership
  • 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. 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. 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
  • 21. Burnout • Frustration: Goals not realized – easily aggravated – feelings of hopelessness and helplessness
  • 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. 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
  • 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. Who is a Qualified Prospect?
  • 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!
  • 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. 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. 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. 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.