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
Lets review the Current Challenges
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
Lets review the Current Challenges
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
Lets review the Current Challenges
The BIGGEST PROBLEM of the Life
Insurance Industry
New AGENTS are not TRAINED on
SELLING SKILLS
They take Shortcut to
MISSELL
Breaking the COMPLIANCE
Lets review the Current Challenges
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
Lets review the Current Challenges
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
Lets review the Current Challenges
1. To TRANSFER LEARNING
2. To RETAIN LEARNING
3. To RE-CALL LEARNING
Lets review the Current Challenges
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 )
Lets review the Current Challenges
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