Sales Managers work-way

A way to Enrich your Career.. By Enriching People..

Presentation made by V. Prasanna Venkatesan

Know your Profile

A journey in RIGHT DIRECTION will take you where you want to go. You are a RECRUITER not a FILLER. You are a TRAINER not an ASSISTANT. You are a COACH cum PLAYER not a APPRANTICE. You are a BUSINESS FACTORY not a SALARIED employee.
Presentation made by V. Prasanna Venkatesan

Recruitment Strategies.

Recruitment is your BASIC JOB. Recruitment is IMPORTANT. Recruitment is a CONTINUOUS PROCESS. RECRUIT OR PERISH

When you Stop your Recruitment, you are slowly going out. All successful Sales Managers of this industry had HUGE number of people to work with. Insurance is a GAME of LARGE NUMBERS.
Scientific Process reduces the Probability of Failures
Presentation made by V. Prasanna Venkatesan

IDEAL TEAM
SM vintage Full timers Part timers HNIs Total

0-3 mts
6th month 12th month 18th month

5
10 15 20

10
15 20 20

2
5 10 10

17
27 45 50*

* Denotes NET ICs/LGs after termination First 3 months you will be focusing more on Recruitment. Apply the Conversion Ratio of 10% in the first 3 months. First 6 months you could recruit only on Natural and Referral Market only. After 6 months, you will have SUCCESS STORIES to attract even a stranger by selling your teams success.
Presentation made by V. Prasanna Venkatesan

Successful Agent Segments.

Segment
Postal Agents Real Estate Mutual Fund Small Shop Owners Self Employed Distributors and Franchise House Wives Retired & VRS Unemployed Living with others money

Base of Selling
Existing Clients Buying and Selling clients Existing Clients Clients, Relatives, Friends and colleagues. Clients, Relatives, Friends Clients, Relatives, Friends and Colleagues Relatives, Friends, Spouses contacts Ex-colleagues, Relatives and Friends ??? ???

Approx. annual Business

12,00,000 5,00,000 5,00,000 2,00,000 60,000 10,00,000 3,50,000 2,00,000 ??? ???
Presentation made by V. Prasanna Venkatesan

Min. in a team
2 2 2 3 10 2 5 5 ??? ???

Total Business
24,00,000 10,00,000 10,00,000 6,00,000 6,00,000 20,00,000 17,50,000 10,00,000 ??????? ??????? 1,04,50,000

Total

Process of Recruitment

Appointment Screening Opportunity Seminar Interview Induction (Short term Goal Setting) Prospecting Accompaniment Calls Graduation Day Celebration Goal Setting.

Presentation made by V. Prasanna Venkatesan

Need Based Presentation

Process without a Purpose is waste of all resources

Segments
Postal Agents Real Estate Mutual Fund Small Shop Owners Self Employed Distributors and Franchise House Wives Retired & VRS

Key Selling Points Higher & continuous income & Rewards & Growth Higher & continuous income, Rewards & Consistency Higher & continuous income, Rewards & Growth Regular income, flexible timing, no investment & rewards Regular income, flexible timing, no investment & rewards Higher margin, Flexible timing, longevity of income, Rewards & Foreign trips. Regular income, flexible timing, no investment & rewards Higher income, Power of contacts, Noble nature of business, Rewards & Hereditary income.
Presentation made by V. Prasanna Venkatesan

Prospecting My First Prospects List (MFPL)

5 Closest Prospects from each segments will give you 25 Prospects (MFPL). In 5 Days you can complete all MFPL. Closest Market will give you 20% conversion. Hence you will get 5 NOPs. If average premium size is Rs.10,000/-, First day login is Rs.50,000. First Commission will be minimum Rs.7,500/-.

IC

Presentation made by V. Prasanna Venkatesan

Fixing Appointment
Follow the most successful script of appointment fixing. Good Morning Sir, I am XYZ, calling from Bajaj Allianz. We have a FREE FINANCIAL PLANNING SESSION for you. To discuss about this, I need half an hour with you at your convenience This script will be very useful when you call a referral prospect or unknown prospect. When you call your natural market prospect who is close to you, be normal rather following the script. Do Fix the appointment along with your IC/LG.

Presentation made by V. Prasanna Venkatesan

Presentation Key points to be remembered

Please keep in mind that the customers benefit is very important than yours. Never give wrong commitments. Be punctual, well organised, well dressed and pleasant. Keep all the materials to be used ready in your hand. Dont search those before your customer. Get more details about the prospect by conversation and give a proper solution what he wants.
Presentation made by V. Prasanna Venkatesan

Few suitable solutions.

Type of customer New to Job Basic Needs Long term, Low premium, High cover High cover, Medium term, Money back Type of Plans Term, Endowment, ULIP ULIP, Term, pension Term, Endowment, Pension, children plan Approx premium quote Rs.10000 per year. Rs.25000 per year Rs. 12000 for the child and Rs.25000 for the parent

Just Married

Parent of a baby High cover, Medium term, Children plans

Assume yourself a buyer before you sell anything.

Presentation made by V. Prasanna Venkatesan

Team Management

1. 2. 3. 4. 5.

6.

7.

Managing a team of people is an ART. A Successful Manager is one who is treated as HERO by majority of his people. A Successful Manager need to follow these things. Maintain a Decorum, Live a respectful life. Be honest, sincere, caring and hardworking. Be talent, informative, skillful and optimist. Spend generously. MONEY MAKES MONEY Appreciate for even small achievements.. Appreciation is Priceless. Make your team to feel that they are an important part of your team. Set a Goal for individuals and set your Teams Goal.
Presentation made by V. Prasanna Venkatesan

Continued...

Always have a LONG TERM GOAL. Achieve this by achieving SHORT TERM GOALS. Be always with your ICs/LGs. Conduct regular UNIT MEETINGS. Be an Enabling Manager than being a Directive Manager. Use all the TOOLS. Without using Tools, you need to work 200 times to achieve 50% of your targets. Call all your ICs everyday by morning 7.30 am. Have a Clear Plan about each day before your breakfast. Never think TOMORROW. Do it on that Day itself. Plan your activities and accomplish in time. Have Strong Attitude, Update your Knowledge, Improve your Skills (ASK).
Presentation made by V. Prasanna Venkatesan

Presentation made by V. Prasanna Venkatesan

Your TOOLS of Recruitment and Development.

Use all the tools provided by the company like recruitment tools, incentive schemes and club membership. Repeat these things to your advisors repeatedly and work on that. There are some good things in life, its worth to repeat them 1000 times like a parrot.

If you want to travel to greater distances, you prefer VEHICLES

Presentation made by V. Prasanna Venkatesan

Presentation made by V. Prasanna Venkatesan