This document outlines a plan of action for an insurance agency to improve performance. It recommends following the Tuckman theory of team development, which involves forming the team, storming through challenges, norming team processes, and high performing. Key actions include increasing advisor to sales manager ratios, focusing on daily activity like lead generation, and setting productivity targets to achieve a business projection goal of Rs. 30 crore for the fiscal year.

1. Plan of Action Sunil Kumar Patel Hand-phone: +919898000942

2. The Approach.. - The Tuckman Theory.. Forming Storming Norming Performing

3. Forming Understanding Management perspective by holding discussions. Setting up agreeable milestones to make the process measurable & Time bound. Documenting the same to put it on record. On Ground assessment of the situation by personal visits and in detail discussion with field team Understanding their point of view and explaining management expectation to them Alignment of teams to the organization’s vision and performance benchmarks.

4. Storming Holding brain storming sessions within the team to decide the process and benchmark to achieve goals set up by the organization, by this making them accountable and responsible for their own tasks. Setting up periodic review process at manager & skip manger level to make the process measurable & Time bound. Taking appropriate actions on the basis of such assessments. Encouraging environment of self motivation and self monitoring along with proper local level R n R programs, derived by these sessions

5. Norming Deciding task and breaking it in short term objectives. Encouraging peer to peer competitiveness in healthy spirit. Using the assessment tools as a PUSH technique instead of making it a pressure mechanism. Reward to performance & timely action on non performance to make the team align to highly performance driven culture. Making the Task achievement a normal practice then a one off incident.

6. Performing Team to work towards basics Agency Management tools like My Market 100 / 25 Targeted & Segmented approach. Improving funnel ration Focus of activity Regular Advisor interaction sessions at SM/ADM/BM/RM/ZM level Local R n R to be in place, make it easy to achieve so we can get maximum participation. Mechanism to deal with non performance in sink with HR policy

7. Cont.. Alternate Team Management Focus on Daily activity Creating new relationships Developing existing relationships by driving earning Lead generation Cold Calling New Calls Funnel ration Conversion ratio. Value drive R n R at various level to recognize & Reward performance at local level

8. Key Action point Adv Per SM ratio – should be 15 to 20 for manager with 6 month vintage Activity ratio – 20 to 25 % in first 2 quarter and 35 & 40%, respectively in 3 rd & 4 th quarter. Productivity of 1.5 to 2.5 according to business season. Avg premium should be between 15 to 20 K

9. Business Projection Gujarat Agency should deliver approx 15 Crore in FY 09-10. Alternate & Mall assurance put together should deliver another 10 Crore New growth engines should deliver approx. 5 Crore. Gujarat should chase business of approx 30 Crore in FY 09-10. (A Detailed worksheet on how to achieve this has also been prepared by me)

10. Thank You…