Amazing Solution

Amazing Solution

For Life Insurance Business

Presents

Getting Sales Managers –

Recruitment is A BIG Challenge

Scarcity of Trained Manpower

All Consultants are sending the

same CVs

Average CTC Rs 2 – 3 Lac

You pay Consultants 8.33 to 10%

of CTC = Rs 20,000 to Rs 30,000

Lets review the Current Challenges

New Sales Managers need to put

immediate Business – no Time to

Train them on

– PRODUCTS

– OPS PROCESS

– SELLING SKILLS &

– MANAGERIAL SKILLS to perform

according to expectation


Result

- Unable to Understand the Business Model

- Unable to Recruit AGENTS

- Handful of untrained AGENTS

- Meeting SALES NUMBERS through

MISSELLING

- Breaking all COMPLIANCE norms

- Ultimately changing Jobs

- Your LOSS = Consultant Fees + Few

Months Salary = Rs 130,000


Sales Managers View Point

Constant worry – “it is difficult for ME

to get AGENTS”

• They try to explore their NATURAL

MARKET – cannot explain the

Business Opportunity properly

• They give Ads to News Paper

• They try to approach even the

existing Customers to become their

Agent


The BIGGEST PROBLEM of the Life

Insurance Industry

New AGENTS are not TRAINED on

SELLING SKILLS

They take Shortcut to

MISSELL

Breaking the COMPLIANCE


Agents are only TRAINED on

PRODUCTS ……..

Sales Managers THINK – it is a

WASTEAGE of TIME – if they send

their AGENT for TRAINING

Because after training they do not

find any SIGNIFICANT CAHNGE in

the AGENTS SELLING SKILL Level


For a SIGNIFICANT CAHNGE in the AGENTS SELLING SKILL Level …..

The TRAINERS TRAINING SKILL is RESPONSIBLE ….

The TRAINING CONTENT – SHOULD GUIDE the AGENT to Learn New Selling Skills Step by step


1. To TRANSFER LEARNING

2. To RETAIN LEARNING

3. To RE-CALL LEARNING


Trainers are not adequately

TRAINED on ….

1. INSTRUCTIONAL SYSTEM DESIGN

( Robert Mager’s Model, BLOOM’S

TAXONOMY , ADDIE Model )

2. Trainers are not TRAINED on

FACILITATION & PRESENTATION

SKILLS ( Robert Gagne’s Model )


1. Trainers cannot make effective IMPACT –

because the TRAINING CONTENT

(Training Program ) need a

INSTRUCTIONAL SYSTEM DESIGN

based approach

2. TRAINING CONTENT TEAM need to

understand Companies Current Year

BUSINESS OBJECTIVE & DESIGN

TRAINING CONTENT based on ISD to

enhance AGENTS PRODUCTIVITY &

ACTIVISATION

Summary of ALL the Challenges

1. Recruitment of Sales Managers

6. The Training Content Team need to be trained on

Instructional System Design of Content making &

Motivational Videos

5. Trainers need to be Trained on

Facilitation & Presentation Skills

4. Agents need to be Trained on SELLING

SKILLS

3. Getting New Trained Agents

2. Getting a Sales Manager Trained on

Managerial Skill

Shareholders Capital impact

Drainage for a single Sales manager is around Rs 130,000

If you have 1000 Sales Managers with 50% attrition – Impact

is Rs 6.5 Cr

If you have 2000 Sales Managers with 60% attrition – Impact

is Rs 15.6 Cr

1. Loss of Time to Train up – both Sales Managers & Trainers

+

How Do YOU

Train The Talent

To get MORE

Attack the of the Problem

For example – When somebody join the CAR DRIVING SCHOOL –

after 14 days of TRAINING –

it is GUARANTEED –

that the PERSON can DRIVE A CAR

Can the PRESENT TRAINING STRUCTURE –

GUARANTEE ???

that the AGENT can DRIVE A SALE

The TRAINING - need to be based on

INSTRUCTIONAL SYSTEM DESIGN – which

GUARANTEE the RESULT

Attack the of the Problem

Amazing Solution

You get

SALES MANAGERS - Certified on

MANAGEMENT SKILLS

You get

AGENTS - Certified on

EMERALD SELLING SKILL

You get

TRAINERS - Certified on

FACILITATION & PRESENTATION

SKILL

You get

CONTENT TEAM - Certified on

INSTRUCTIONAL DESIGN

Amazing Solution

Amazing SolutionTraining Content

According to Business Objective

Training ContentTeam trained

In Instructional Design

Trainer trainedon Facilitation & Presentation Skill

All Agents areTrained on

SELLING SKILLS

All Sales Managers Are trained on

MANAGEMENT SKILLS

All Sales Managers Are trained on

BUSINESS SKILLS

Start

End

Build Training Content According to Business Objective

All Companies want per Agent Productivity

This means each Agent should be trained on “ How to Sell Life Insurance Policy”

The Content should be helping the Agent to develop the Selling Competency

Amazing Solution : We TRAIN the Content Team

Amazing Solution

• Instructional System Design

• Cognitive Learning

• Blooms Taxonomy

• ADDIE Model

• Flash Presentation

• Quiz Maker

• Online Presentation Skill

• Video Presentation Skill

• Creating Motivational Video

• Creating Newsletter

• E-Learning – Learning Management System

• Training Management System

• Flip-Books – Sales Presenter for Agents

Amazing SolutionWe Certify the Training Content Team on ….

Amazing SolutionTrainers Certified on

Professional Training & development

• Learn Bloom’s Taxonomy

• Robert Gagne’s 9 Step

• DAT Model

• Cognitive Learning

• Androgogy & Pedagogy

• Training Games & De-briefing

• Assessment Intervention

• Business Presentation Skill– HNI & Banc assurance

Amazing SolutionAll Agents are Certified on EMERALD SELLING SKILLS …..

• E M E R A L D W A Y – Selling SKILL• Prospecting – Database Management

• How to do TELE-CALLING

• Ready-made NEED ANALYSIS

• Presenting a SOLUTION

• How to explain the Investor Guide

• ExpArt Objection Handling

• QUIK – CLOSING

• Importance of Dox & Compliance

• Policy Servicing

• After Sales Service Strategies

Amazing Solution

All Sales Managers are Certified on Business Management & Agency Development / Alternate Channel Development

• Recruitment & AGENCY GRID / Channel Management

• Channel Relationship

• Concept of MAP – A – DAY of an Agent• How to distribute TARGET

• How to do ACP ( Area Coverage Plan )

• How to MONITOR the ACTIVITY of the Agent

• How to MONITOR the TAT of the Sales Cycle

• How to ENSURE – CALL MANAGEMENT

• How to MOTIVATE the Team

• How to hold a COACHING SESSION

• How to MAINTAIN COMPLIANCE

Amazing Solution

You get AGENTSCertified on EMERALD

Selling Skills

You get SALES MANAGERS Certified

on Business Management & Agency /

Alternate Channel Development

You get TRAINERS Certified on Professional Training & Development

You get CONTENT DEVELOPERS Certified

on INSTRUCTIONAL SYSTEM DESIGN

We do CONSTANT ASSESSMENT to give

you FEEDBACK

So …..

Amazing Solution• Run a

PILOT

AGENTS Development

• In a Particular Region

SALES MANAGERS Development

• See the RESULT

TRAINERS Development

• Implement PAN INDIA

CONTENT DEVELOPERS Development

Summary of Services OfferedFor Trainers

• Trainers Certification on Professional Training & Development

• Training Content Developers Certification on Instruction System Design

1. These Courses can be spread over months 2. Can be used as a Retention Tool for Performing Trainers3. Can be a part of the RnR Program 4. A Practical Development Program relating to Business Objectives5. You can decide these Programs as a Full Day Module or a 4 Hour Module

• Sales Managers Certification on Business Management &

Agency Development / Alternate Channel Development

Summary of Services OfferedFor Sales Managers

1. These Courses can be spread over months 2. Can be used as a Retention Tool for Performing Trainers3. Can be a part of the RnR Program 4. A Practical Development Program relating to Business Objectives5. You can decide these Programs as a Full Day Module or a 4 Hour Module

Summary of Services OfferedFor Agents

• New Agents Induction Certification on Financial Market Basics , Unit Link certification , AML , Customer Segmentation & Selling Tips

• Existing Agents Certification on EMERALD Sales Process , Business Planning Goal Setting , Prospecting , EMERALD Need Identification , Sales Presentation , Objection Handling , Negotiation , Closing , Importance of Documentation , Policy Delivery Servicing & After Sales Service

• Performing & MDRT Agents Certification on Wealth Management Program , Portfolio Analysis , MWPA , Employer & Employee & HNI positioning

• In-Active Agents Revival Program – Back to Business

Summary of Out-Sourcing Services Offered

• Training Process Out-Sourcing – Full or Partial or on Channel basis

• Training Content Development Out-Sourcing – Sales , Leadership & MDP

• E-Learning Out-Sourcing for continuous updating on Product & Process

• 50 Hours of IRDA online MOCK TEST Out-Sourcing for Higher Percentage of

Pass-out

• M-Learning for Continuous Assessment on-the-move – Mobile Phone

Application

Profit from Out-Sourcing …..

Amazing SolutionVisit : www.trainthetalent.com

Training – A Strategy to Differentiate