managementDESTINATIONS

managementDESTINATIONS

Sales Manager (SM)

Summary and ResponsibilitiesThe Sales Manager* is responsible for recruiting, performing joint work, training, coaching, developing and overseeing agents and Managing Associates. Some personal production is required.

The Sales Manager also creates annual goals, objectives, and action items for his/her sale unit which are designed to achieve long-term unit growth.

The Sales Manager works with the agency management team to profitably grow the agency by maximizing the market potential.

The Sales Manager’s responsibilities comprise the following areas:

Recruiting and Selection• Prospect for qualified candidates through personal

sources (develop centers of influence [COI], agent referrals and agency nominators) and impersonal sources (social media, LinkedIn, job boards, career fairs, etc.) to create a flow of qualified candidates.

• Conduct most steps of the agency interview process.

• Conduct selection process through assessments (e.g. POP), Financial Opinion Surveys; and effectively understands/uses Contract B.

• Track/measure activities associated with the agency recruiting process; diagnose issues and take corrective action when necessary.

• Create and execute an effective recruiting plan, implement, measure, and modify as needed.

• Explain the agent contract and agent financing plan to candidates.

• Understand the competitive environment to recruit experienced agents.

Training/Development• Conduct joint work and model correct behaviors,

observe agents on sales calls, and provide constructive feedback.

• Use approved agency selling systems (e.g. Sandler, LEAP), and assist/lead in the teaching of key concepts.

• Conduct training classes on topics, including product, practice management and selling skills.

• Conduct one-on-one training/development sessions with agents; understand and diagnose specific issues related to each agent.

• Build effective unit and agent marketing plans – use Market Development Inventory (MDI) to assist agents in primary market development. Determine the root cause of agent productivity and retention issues; develop solutions.

• Use effective tools (e.g. pre-call planning sheets, sales call debriefing forms) to establish good behavior patterns; and diagnose areas for performance improvement.

• With General Agent, identify candidates for the Managing Associate (MA) role.

* The Sales Manager role is an independently contracted insurance sales position.

© 2013 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives.

TR1015 913 CRN201508-175439

• Coach and develop Managing Associates (MA) in recruiting and other key management skills.

Accountability• Conduct daily/weekly/monthly agent account-

ability sessions and provide coaching; focus on leading indicators (prospects obtained, phone calls, appointments made/kept, fact finders taken, etc.). Hold accountability/coaching sessions for MAs and Senior MAs.

• Create SMART objectives to achieve desired outcomes; resolve performance issues/terminations.

• Assist agents in developing business plans and monitor those plans.

Supervision• Work with the General Agent and Agency

Supervisory Officer (ASO) in the implementation of supervision responsibilities, as appropriate. (Note: certain FINRA registration(s) and relevant experience/training may be required.)

Qualifications• FINRA Series 6 (and 63 as required by the state)

• Minimum of 4 Net Field Force (NFF); including 2 productive agents (20k in AAA/WCC)

• Personal track record of sales success (38k/25k)

• Does not hold other roles within the agency

• Sales Manager in good standing

• Has completed Senior MA Training Curriculum and Sandler (or equivalent)

• Meet established minimum production and unit validation requirements.

Additionally, candidates should demonstrate:

• Consistent leadership behaviors within the agency

• Strong communication skills – both written and verbal

• Ability to deal well with ambiguity and shifting priorities

• Ability to effectively collaborate across the agency

• Ability to successfully transfer skills to new agents and MAs

• Ability to energize others and show passion for the business

• Focus on team results; willingness to be judged/held accountable for the activities of others

• Effective time management; ability to set standards for activity management

• Coaching skills; ability to diagnose performance issues and act/design development plans accordingly

• Knowledge/understanding of MassMutual recruiting and agent development toolsets

• Proficiency in Advanced Markets and Business Insurance a plus

• Proficiency in target marketing with an ability to assist agents in developing marketing plans

Recommended Results/Key Metrics• Recruit 2 new agents and/or MAs per quarter;

achieve Net Field Force Growth in sales unit.

• Grow Life, Annuity, Disability Income and Long Term Care (LADL) policies, First-Year Commissions (FYC) and Premium.

• Grow number of agents meeting key performance levels (Rising Leaders, 66k, etc.).

• Grow average agent productivity – defined by Lives and Premium/FYC.

• Qualify for National Sales Manager Summit.

• Qualify for Management Council.