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MANAGEMENT ORIENTATION SCHOOL
DAY 8
TODAY’S AGENDA Participant's recognition NALP and agent’s fast start Training value proposition How to run the skill building Hard work pays- creating a vision 100 days action planning Feedback and close
PARTICIPANTS RECOGNITION
NALP AND CANDIDATE GOAL SETTING
NAPL AND CANDIDATE FAST STARTPurpose: to understand the importance and
process of new candidate launch
Process: Identify the activities and task required to be undertaken during NALP and its benefits for ADM
Payoff: Planned launch leading agents to success in their role.
IMPORTANCE OF NAPLLIMRA Study: candidate survival statistics
candidate in their first 90 day:o 0-8 cases- 4%o 9-15 cases-27%o 16-21 cases- 60%o 22-30 cases- 85%o 31+ cases- 94%
NAPL STAKEHOLDERS The candidate The ADM The TM The AP The office head The company
NAPL BENEFITS TO STAKEHOLDERS The candidate: Well defined action plan for
higher earnings The ADM: Candidates ready to act with set
goals The TM: Higher New agency productivity The AP: candidates and ADMs aligned to
team goals The office head: All AP Teams aligned to
office goals The company: Higher per capita
productivity and flawless process execution
NAPL-ADM ACTIVITIES AND ITS BENEFIT Candidate goal setting:
1. Higher new candidate productivity (NAP)2. Higher ADM GAP3. Higher candidate retention4. Higher ADM earnings
Explaining usage of AG sets:1. Access candidate’s future business potential2. Design future business developmental plan3. Track candidate FYC and goals4. Costumer's market segmentation
NAPL-ADM ACTIVITIES AND ITS BENEFITExplaining the use of while books:
Building candidate work habits from day one
Systematic and well organized candidate
Keeping track of candidate daily activity
NAPL-DAY WISE AGENDA
NAPL-DAY WISE AGENDADay Time Activity Owner
Day 8 of NALP 3 to 4 hours
Gorudakshina day/Big day: Participate- OH/TM/AP/ADM/Candidate with their family membersStep 1- great with mauli/ TikaStep 2- OH to open the session, with his past experience in his industry.Step 3- OH to ask their experience of last 7 days.Step 4- candidate to share their experience & the number of polices they have picked up.Step 5- OH to take the commitments from the candidate for the month end business & launch the R&Rs like jaldi 5/ early 7/ ten- dul kar trophy.Step 6- ADM to do the input-output mapping
Office Head & TM
CANDIDATE TRAINING VALUE PROPOSITION
PURPOSE, PROCESS, PAYOFF Purpose: State the candidate value proposition and
training opportunities for an candidate advisor
Process: Identify the various training and development platforms available to mission India consultancy candidate advisor
Payoff: Build conviction in sharing the value proposition with a prospection to ensure ‘pull’ for the prospect.
CANDIDATE GLIDE PATH
PRE-LICENSING TRAINING AND FCS
Sales process and product training
IC 33 training
IC 33 training IC 33 training Exam
FCS CURRICULUM
CANDIDATE DEVELOPMENT AND ITS IMPACT
Candidate Vintage Business Vector Behavior
CANDIDATE DEVELOPMENT JOURNEY: M1-M24 6 Months 6 Months
12 MonthsM1 M6 M7 M12 M13
M24BCS – 24 session 4
session/ month clinic Product refresher
ICS– 24 session 4 session/ month clinic
Product refresher
ACS– 24 session 4 session/ month clinic
Product refresher
•Regular footfall•Product diversification•Independent career candidates•Consistent performance
SalesTraining
MO-M12
M12-M24 Mantra: Continuity of rhythm and engagementM13 Career sessions -4 sessions month
M24
Training interventions Behavior outcome
•ACS (M13-M24)•Long term career •Building selling skills•Increasing activity level•compensation
•MTD case active•Proactive•Product•diversification
OTHER CANDIDATE – M25 AND ABOVE Clinic
Approach (Telephone) Fact Finder Referral Objection Handling
Training interventions Behavior outcome
•Product Training•Clinics
•Teasing activates level •Regular look tall
•MTD case active •Product diversification
OTHER PROGRAMS Journey 2 Excellence (J2E) HNI portfolio management CLISP (Level 5,6 & 7)* NRI Selling skill workshop Business Insurance
* Subject to star Achiever Club qualification
HOW TO RUN THE SKILL BUILDERS
PURPOSE, PROCESS, PAYOFF Purpose: To understand the importance of morning
skill builders for candidate advisors
Process: To identify the importance steps of conducting morning skill builders for candidate advisors, effectively
Payoff: To build candidate’s knowledge and skill by conducting morning skill building effectively
THE OPEN SECRETS OF SUCCESS !!!
Nothing succeeds Like success !
PURPOSE, PROCESS, PAYOFF Purpose: To understand the attributes of successful
jobs given people
Process: By identifying the necessary steps to successes and impact career growth
Payoff: To build a long term successful career in
jobs given.
WHAT DOSE IT TAKE TO BUILD A CAREER?
Career
WHAT OPTION DO YOU HAVE?
Professio
n
Industry
Company
CAREER OPTION: PROFESSION
SalesTraining
AdminOperation
WHY DID YOU JOIN SALES?
Want to
Earn
wealth
Love
meeting
people
Enjoy
Challenge
of Rejectio
n
Didn’t Get
Any Other
Job
CAREER OPTION: INDUSTRY
Jobs
CAREER OPTION: COMPANY
Brand name & value
Compensation & lifestyle
Growth & respect Learning & Development
MISSION INDIA CONSULTANCY
HAVE YOU SUCCEEDED
success
IndustryProfessio
n
Company
TWO OPTION…
Suck @
sales
Succeed @ sales
A SUCCESSFUL ADM
Discipline PersonCommunicat
eCommitment
Hard working
initiativePeople skill
Role model
Persevera
nceEthical
Knowledg
e
Mentor
CASE: 1-2-3
The case of the three ADMs
MEET YOUR ADMS
Smarty•Intelligent•Short cuts•Big sales focus
Hardy•Regular•Daily habits•Follows each case
Lucky•Irregular•Not planned•Reactive
WHO WILL BE SUCCESSFUL?
Smarty Hardy Lucky
CASE: PAPA KEHTE HAIN…My son is in mission India consultancy
COMPARATIVE CAREERS
Doctor Engineer MIC ADM
NOTHING SUCCEEDS LIKE HARD WORK!
But what about luck!!!
WHERE WOULD YOU PLACE LUCK?
Circle of Concern
Luck! Circle of control
HARD WORK BRINGS LUCK!!!
Even god only helps those who help themselves.
SELF MISSION AND ACTION PLANNING
PURPOSE, PROCESS, PAYOFF Purpose: TO identify the self mission and conduct
business planning for next 100 days
Process: To identify and plan the critical action steps to achieve the sales planning
Payoff: To achieve self mission by surpassing the planned sales objective through effective and time bound actions
ACTION PLANNINGPlanning without Action is futile, Action without planning is fatal.
I am dedicating my first 100 days to -MY MISSION FOR 2013-14
MY GOAL FOR 2013-14 -
PARTIULAR MY TARGETQUALITY RECRUITMENT Adj. MFYPINCENTIVEGPA
MY COMMITMENT TO YOU BECAUSE I LOVE YOU_________________________,______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
MY GOAL
MY PRODUCTION GOAL FOR THIS YEAR
GOAL of the year
Challenges expected
Helping hands
Benefit
Variable learning goalMFYP GoalQuality recruitment GoalGPA
FIRST 30 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
31-60 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
61-100 DAYS ACTION PLANTarget- Recruitment
Month Total
New NamesNew Nom./ COI meetingsCareer SeminarNATURNContracting
Week 1
Week 2
Week 3
Week 4
Week 5
Target- Production
Month Total
Ref Leads New Sales callPaid Cases MFYP
Week 1
Week 2
Week 3
Week 4
Week 5
FEEDBACK AND SELF NOMINATION
Thank you