amazing solution
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Current Life Insurance Sales Productivity Problems & their Amazing SolutionTRANSCRIPT
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Amazing Solution
For Life Insurance Business
Presents
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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
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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
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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
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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
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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
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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
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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
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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 )
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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
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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
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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
+
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How Do YOU
Train The Talent
To get MORE
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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
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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
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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
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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
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• 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 ….
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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
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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
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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
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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 …..
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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
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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
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• 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
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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
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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 …..
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Amazing SolutionVisit : www.trainthetalent.com
Training – A Strategy to Differentiate