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How to Increase CC Activisation
Building Capability & Engagement of CC Agency
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Objective
Build Platinum Agency
Knowledgeable
Productive
Engaged
Retention of Agency
Current Class
First Prior
Second Prior
Build Self Sufficient Trainers & Field Sales Force
Enable through K ASHHelp Offices meet their Goals & Business Plan
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Enables in
±Building healthy & productive Agency
±Penetrating New Market
±Maximizing Earning Opportunity for everyone in Office
±Retaining New ADM¶s: Early Success is key ±Improving ³Case Rate´ for Office
±Fastening the path for MNYL¶s Profitability
If we work on CC Activisation, Agent Proactivity; Retention; Attendance in Training Sessions; 9 in 90
automatically falls in place!!!
Why CC Activisation is Important
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Current Challenges
Agency
Trainers
Overall Gaps on :
Knowledge
Attitude
Skills
Habit
Career: Not seen as Long Term
Launch : Adhoc
Goal Setting : Output Driven
Skill Development: Transactional
Lack of emotional connect and
handholding
More focus on Sales Calls and FOD
More focus on ³Closures´ than on
³creating needs and handle objection
Less focus on input and Enabling,
Coaching and Development
WIIFME: not positioned rightly- juice out
strategy in first 90 days
Too much to drive
Input/ Skills Development missing
Low Attendance of Agency
Non Alignment on Complianceissues
Being Pushed for driving ³Output´
No Coaching/Time Investment
WIIFME/Recognition Missing
Limited Habit Formation/Traction
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Enable OH to Hire Quality AA: preferably >12 pointers
Show the long term Career in Career Seminar>12 pointers agent has better capability of giving doubleperformance on 9 in 90, case rate.
Sales Team has more opportunity to earn Incentives
Agent stay longer with us
Persistency is better
Constructive Goal Setting of the AA
Re-enforce the Career & Cause of the Profession in FCS: Career for Life
Proactivity, 9 in 90 is important in initial month
s &h
ow can th
ey reach
th
ereHelp them Create their Goals & Milestone
Re-empathizeWIIFME: Earning Potential, Skilling, Career & Rewards Potential for AA
Enabling the Agent: Create Simple Content & Reference Sheet on:-Rule 1072
Focus on Approach Talk and make them memorize Scripts
Habit to use Agent Sales Folders and other tools
SOL & How to Create Needs
How to create & Pitch for Referral Leads
How to handle Objections
Conduct FOD and value add in making him acquire right skills
Build Emotional Connect & RespectBuild Confidence by Coaching & Mentoring AA
Should come to Office because of connect & bonding
How can we improve
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Engagement & Capability Building : Model
Knowledge- On Industry,
Cause, Products & Process
Attitude- To build confidence
to win & repeat success
Skills- To build capability on behavior &
manage market dynamics
Habit- To build right work habits to
become successful & Engaged
1.Our Team will help the GO trainers/OH on Training Need Identifications & Training Need
Analysis of the different prior agents & design/create the programs, including delivery of
training, TTT, Measure of Success & Roll out plans in consultation with OH/RSDM & ZTH.
2.Similar activity will be carried out for GO trainers in consultation with RSDM/ZTH
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Our Approach : Knowledge
Initiatives by Agents Engagement Team Impact
Provide Simple scripts on ³Insurance as Sector Live Examples on ³what it has done to community´
Scripts on ³Career and Success Story
Develop & Design various interactive methods to connect up
with all class of trainers to help them gain knowledge around
process, products and Industry practices
Create Ready Reckoners (For updates on Company/ Career
Selling/ FOD¶s/ Products)
Provide traction of data on Input & Output, measures to control
the numbers, MIS and dashboard with Training Calendar on
Knowledge sharing
Provide knowledge & skills through Role Plays & My Dev. Dose
on :-
Products + AML + ULIP Certifications
FTS
Sales Process & Scripts: Reinforcement Need Creation & Objection Handling: Role Plays/FOD
Goal Setting: Ten a monther, Premier & Platinum
Compliance Issues: What, Why, How & consequences
Incentive Opportunity: Show them how to makemoney for self & Agents
Competition Practices: Latest Update
Regulatory Changes: Latest Update & Preparedness
³Confidence in Industry´³Trust in Industry´
³Belief in ³Profession´
³Up skill the knowledge and keeping
Agents and Trainers informed´
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Our Approach : Attitude
Initiatives by Agents Engagement Team Impact
Create customized Training modules on building ³Right Behavior
and Attitude´ for Trainers & prior-wise Agency.
Develop & Implement various interactive methods to engage with
the senior agents/ Trainers and help them pick up ³best habits¶
which can make them successful
Boosting positive attitude via activities (like trash the negative
label, Glass Half full or Half Empty) in FCS, BCS
³Transform Agents and Trainers to a
well rounded & confident professionals´
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Our Approach : Skills
Initiatives by Agents Engagement Team Impact
Conduct the TNA on skill gap for all GO trainers on set
competencies and identify Training & Intervention need.
Conduct the TNA on skill gap with help from GO trainers for
prior vise Agency (EC/MDRT probable) and design customized
program to up skill.
Randomly Pick bottom offices and Conduct FOD/Role Plays to
show and share best practices.
Rope in Best Performing Agents/Trainers and conduct FHI/
TTT for making them extended arm on turning around bottom
offices.
Develop and execute study plans/personal development
programs for Agents and Trainers for various certification for
professional enrichment.
³Renewed Skill Sets leading to
confidence and Enhancement of
Productivity and Office Plan´
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Our Approach : Habit
Initiatives by Agents Engagement Team Impact
Foster, create & track month 0 activities and report variations
to ZTH/RSDM
Inculcate habit of using sales tools- Sales cycle, scripts, RULE
1072, IRP, SOL, and other activities like Dreams Painting
Design & create programs revolving around right & successful
habits and implement through the GO trainers.
Implement MOS and Roll out Plans.
Provide inputs/ materials to Trainers for acquiring Value added
Skills through Refresher classes e.g.:-
- Demonstration & Role Plays
- Presentation & Business Communication
- Reading MIS & Analytics
- PRP & Goal Setting
³Right Habit Formation´
³Traction & reporting of efficacy of
corporate initiatives around habit´
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D aily
Quarterly Monthly
Weekly
Goal Setting with at least 1 AADFT of AA on work habits- Activizor, FOD/ Calls
Input Activity Tracking- current class
Commitment Calls/Workshop
Follow through
BCSProduct Clinics
TCPM
Development of AA ±IID, Recall Session
Agent wise activity planning with ADM/AP & OH
10 a Monther Drive
Get Set GO
Gurudakshina Day/ Big Day MMPM
1 Value added session for ADM
Client Portfolio Management
Recognition for AA & ADM in GO Meet
Home Visit to build Connect
MPower
Goal Setting self with OH/ RSDM
Trainer·s Action Plan & Strategy ( with office)
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Help to OH/RSDM & ZTH
Provide Smart Analytics & MIS to OH/RSDM/ZTH on:-
³What¶s going Right & Not so Right´
Trends on CC, first Prior & second Prior Retention, Productivity & Engagement
Provide Solutions, Scripts & Ideas to ³move up´ the trends of their Office/Patch & Zone
Best Practice Sharing with Cross Zone/Patch Offices ± To share success stories
around Agent Engagement & Performance
Provide Insights & MIS on :-Probable EC/MDRT & Solutions to make them reach to ³desired level´
Help Trainers on coaching on ³Ways to Win´
Suggest Development Intervention for Agents & Trainers to take them to next level on :-
Up skill
Taking Performance to next level
Assessment on Training Effectiveness
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Outcome Expected from Agent Engagement Team
Enable Zones & Country to meet :-
Current Class Activisation target
CC Productivity
Prior-wise Productivity Targets
Prior-wise Agency Retention Targets
Skilled & Knowledgeable Agency
Council Qualifier Targets
Trainer Development & Retention
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OH
ADM
AA
TM
Drive ³One Office One Mission´
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OH
ADM
AA
TM
Together we will«
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