IGI Life Insurance Company Limited Managers Training Program Scheduled on January 5, 2015 Facilitated by Shiraz S. Khoja IGI|Life
Jul 16, 2015
IGI Life Insurance Company Limited
Managers Training Program
Scheduled on January 5, 2015
Facilitated by
Shiraz S. Khoja
IGI|Life
Training Contents
1. Tilawat-e-Quran-e-Pak.
2. Introduction of Participants and Training Program.
3. Definition of a term “MANAGER”.
4. Who is an “EFFECTIVE MANAGER”.
5. What are the “Role of a Manager”.
6. Managers working effectively in Insurance and Takaful Industry.
7. PLANING FOR MANAGERS
8. Manager must plan their Career, their Consultants Career, their Yearly, Quarterly and Monthly Team and Individual Consultants Business Figures for Career.
9. RECRUITMENT AND SELECTION Process.
10.How can a Manager establish their desire Team.
Training Contents
11. TRAINING AND COACHING.
12. How can a Manager develop minimum 3 to 4 core producers into their team.
13. RECORDING OF DAILY ACTIVITY.
14. How can Consultant and Manager improving himself for personal growth.
15. COUNSELING.
16. How can we motivating Consultants and developing extra skills in Consultants.
17. BUSINESS PRODUCTION by follow Plan A or change new direction with Plan B and Execution for producing Results.
18. Daily Managerial Activity.
19. Key To Success
Who is Manager?1. Manager who manages the process.
2. Manager who achieve their goal.
3. Manager must follow the Organizational given targets.
4. Manager who consistently achieve their monthly, quarterly and yearly targets.
5. Manager who select Consultants with Eagle eye approach.
6. Manager is a best Planner
7. Manager is a best Executer.
8. Manager is a very effective counselor.
Definition of a “Manager”
Placement of right person, at right time to execute his plan for
the achievement of desire Organizational goals and
Objectives, are called
MANAGER
Who is the Effective Manager
Manager who select the proper person for their team at right time
and producing results for Consultant’s career, which fulfill all
Organizational desire goals & Objective are called
EFFECTIVE MANAGER
Role of a Manager
1 Planning
2 Recruitment & Selection
3 Training and Coaching
4 Recording of Daily Activities
5 Counseling
6 Business Production
Planning (First Role Of Manager)
No Planning is the Planning to fail
Without Planning Manager will always fail toachieve the desire goals & objectives. Toachieve all desire goals & objective, Managermust have to the following PLANS:
1. Recruitment Plan.
2. Daily, Weekly, Monthly, Quarterly andmonthly Activity Plan.
3. Consultants and Manager Promotion Plan.
4. Business Production Plan.
Thumb Rule for Success
Recruitment Plan, Activity Plan, Promotions Plan or Business Production Plan, without any
one of these Plans, Manager is just like Horse without Jockey.
Merits Of Planning1 Manager is aware of, which type of
Consultants required;
2 After Recruitment, Manager aware which type of Training required ;
3 Manager understands that how much daily Activity required;
4 Manager is intentionally active to get focus their Consultant’s benefits of Promotion; &
5 Manager can able to calculate on daily basis, how much efforts to put in;
To achieve the desire goals and objectives.
Recruitment & Selection (2nd Role Of Manager)
Proper Selection and Proper Placement of staff is a vital act towards success
Recruitment Process:
1. Selection of Channels of Recruitment
2. Calling for Interviews
3. Conduction of Interviews
4. Selection Criteria
5. Selection Method
6. Finalization of Candidates for Consultant Position
Recruitment & Selection Must Have:1. Manager must cover maximum Channels of
Recruitment. At-least attempt 1 Channel per day.
2. Manager must Conduct minimum 2 Interviews per day.
3. Manager must have to design first, the Selection Criteria, on which each Interview will be examined.
4. Manager must have Effective Selection Method, to figure out the Selection results, immediately.
5. Manager must select such person, either he or she, trainable.
6. Area-wise or Organizational wise recruitment will be more effective for results.
Manager Can Develop Their Desire Team as:
1. Manager’s Team must be in age mix between 24-40 age Consultants, which are more energetic for efficient work, normally.
2. Manager hire Consultants from every profession, specially Religious Education or fresh Consultant or Employ of the same industry are very effective.
3. Fresh Consultants are very easy to mold, as per requirement of Organization, towards the Consultant daily activities routine.
4. Hire different Organizational Employee to cover corporate business selling.
5. Hire reputable family person, who get all family references and cash them for business.
Manager Can Develop Their Desire Team as:
6. Manager must focus on making Introducer to their individual Consultant, which makes lower chances of non producer in a month.
7. Manager must conduct regular training sessions and coaching session for the development of Consultants.
8. Manager must focus on the Consultant Promotions for motivation of Consultants.
9. Daily one to one, sittings and counseling for the development of Consultant.
10. Al-least one sitting at out side place for sharing views of Consultants and guidance.
11. Regularly Appreciation Sessions are very important.
12. Regularly Motivational Programs lounging for Consultant to make them motivated for work.
Training & Coaching (3rd Role of a Manager)
1. Training and Coaching is a very sensitive and vital role of a Manager.
2. If Manager able to conduct Training Sessions, can able to develop Smart and Core Consultants.
3. Regular Training and Coaching Sessions are very important and regular activity of a Manager.
4. If Manager is unable to conduct such session, than development process close to zero.
5. If Manager is unable to display a Role Play of Sales Interview, the prime and required results will be not possible.
What is Training in Takaful Industry?
Immediately after selection of Consultants, Pre-Course Training (at Branch level) or Foundation
Training Course (at Head Office level) are
Considered as TRAINING
Training Program includes:1. Introduction and Concept of Takaful.
2. Company Introduction.
3. Sale Distribution Cycle.
4. How to sale takaful product? Factfind Methods.
5. Daily Consultant routine activities
What is Coaching in Takaful Industry?
During daily Counseling Process with Consultants, Manager identified, about the lack
of skills by Consultants. That should be plan a training session called COACHING
Coaching Program includes:1. Introduction of Sales Interviews.
2. Introduction of Takaful and Company.
3. Not following any Sale Distribution Step.
4. Weak in Factfind Methods.
5. Low activities
6. Weak in Closing Attempt. (Must have to kill Ego)
Recording of Daily Activities(4th Role of a Manager)
If a Manager is not Recording the Activities of Consultants and the Unit, than he is unable to provide the exact
picture of their Unit like, Daily, Weekly, Monthly and Quarterly: Appointments, Qualified Visits, No. of Solution Design,
No. of Closing Attempts, How much submitted TODAY, in this week and in this
crucial MONTH.
Most Important Role for a ManagerManager Must do:
1. Recording of daily Consultants Activity like:
a) Daily Referrals.
b) Daily Appointment made.
c) Daily Appointment attended.
d) Daily No. of Qualified Appointment
e) Daily No. of Fact Find/Painting the Picture.
f) Daily No. of Solution Submission.
g) Daily No. of Closing Attempts.
2. These records will help the Manager to get the exact picture of Consultant daily, weekly and monthly performance.
Most Important Role for a ManagerManager Must do:
3. Performance records of each and every Consultant makes easy for Managers to conduct Counseling sessions.
4. Daily records is the mirror of all the Consultants performance, which also identified that in which area, where Consultant required Coaching.
5. And Finally, these records will also very helpful for the Manager to change the direction of work and action to achieve the desire goals and objectives on weekly, monthly and Quarterly basis.
Symptoms of Successful Manager1. Successful Manager must follow the manger’s daily
routine of activities and roles.
2. Manager distributes their daily time to cover all the six roles of a Manager.
3. Manager must conduct Morning Sessions, Coaching session, Daily Activity Recording, at-least 2 Interviews, 2 Counseling Sessions with Team Consultants & Personal Selling if required.
4. Manager always ready to provide each and every Consultant’s performance sheet and the Unit performance, personally.
5. Manager must produced results, to achieve their validation and promotion targets
Counseling (5th Role of a Manager)
Without Counseling Process, Manager is
Unable prepare the new action plan to
Improve performance.
Manager must do:
1. Conducting counseling session on daily basis at least 2 per day.
2. Through counseling, Manager identified weaknesses of a Consultant.
3. Preparing Coaching session as per weakness indentified
Why Counseling is important?1. Counseling will help, Manager to prepare Plan B,
for the remaining days of the months.
2. Through Counseling, a Manager knows very well about the Weaknesses and Strength of the Consultants and the team.
3. Counseling gives Manager, a direction towards the preparation of Coaching Session which work directly on Weaknesses of a Consultant.
4. Counseling is that much important, that effect
directly on performance and results.
Business Production (6th Role of a Manager)
Business Production plays a vital role in
Developing Consultants and Managers Careers
Managers Development Process
1. Managerial Career develops through Business Production figures.
2. By following every role of a Manager, one can develop their career by Business figures.
3. These Business figures can achieve through Planning, Recruitment, Training, Activity Recording ,Counseling and strongly execution of these managerial six roles.
Business Production (6th Role of a Manager)
Managers Development Process - Continue
4. Manager can never consistent in Business Production without following any of the Managerial Role.
5. To understand and follow all six roles of a Manager, they develop their career, as much as they expand their develop consultant strength and setups.
6. A Takaful Manager can easily reach to the position of BM or SBM within a span of 2 years, by strictly following these Managerial Roles
Managerial Comforts
Normally, Managers do not follow the
planning process, they also do not preparing their monthly, quarterly and yearly
Recruitment Plan for the development of
their career in this Industry.
Another managerial comfort is not working
on Activity Plan and Training & Coaching Plan
as per their Business targets
Managerial Comforts
The worst managerial comfort is that they
are committing targets to their Senior Managers
but they do not act their role as per
given business figures to the Management.
This is one of the managerial comfort, they
do recruitment as per plan but they are
fail in producing results with higher
number of Sales Team.
Managerial Comforts
The another very complicated comfort of a
Manager is that he feels, I know everything.
Even though their Unit is not producing
Consistently. That is Negative Elution.
Managers are not emphasizing, their staff
for training and coaching. Even though every
Training will improves the skills of a Consultant,
Which creates very productive results.
As a Manager why I am fail in Business Production
1. Because failure in Recruiting sales staff.
2. Because there is no Training/Coaching sessions conducting in a month.
3. Because there is no Counseling Procedures and Session Conducting in a month.
4. Because even though, Manager is aware about the Weaknesses of their sales staff.
5. Manager is always love sit in comfort zone and internally convince himself, I will do it.
Routine of Successful Manager1. Manager must follow the Time Management aspect.
2. Manager must prepared himself before conducting Morning meetings.
3. Manager must record their all Consultants daily Referrals, Appointment Made, Appointment Attended, No. of Qualified Meetings, No. of Solution designing, No. of Closing Attempts and Submissions.
4. Manager must do their Consultant to follow:
2 Fresh Meeting daily.
2 Follow-up Meeting daily.
1 Solution Designing Presentation daily.
1 Closing Attempt daily
Routine of Successful Manager5. Manager must focus their weekly and monthly
target at least to keep their eyes very sharp towards achievement of targets.
6. Manager must do at least 2 Selection Interviews per day to cover up their Recruitment Plan.
7. Manager must be very conscious while selection of a Consultant for the team.
8. Manager must conducting pre course training sessions, to develop their new sales staff.
9. Manager must conducting at least 2 Counseling Session per day, to identify the Weaknesses of a Consultants.
Routine of Successful Manager10. Manager must conducting Coaching Session for the
Consultants to improve their selling skills.
11. Manager must develop potential managers to expand their team in all directions.
12. Manager should spend some time on regularize the new techniques of Referral and Customer Approach, within the team
13. Manager must be initiator, in all aspects of team development.
14. Manager must delegate authorities to their potential managers and develop the same skills what he possess.
Success Formula1. Must reach office by 8:45 am.
2. Take 5 minutes to read TO DO LIST OF TODAYS ACTIVITY.
3. Attend Manager’s Meeting 9:15 – 9:30 am.
4. Conducting Morning Session at 9:30 – 9:50am.
5. Start One-to-One Daily Monitoring of Activities 10:00-10:30am.
6. Sales Team disbursed from office by 11:00am
7. Conducting two recruitment interviews 11:15-12:00 noon.
8. Leaving office for personal selling by 12:00 noon.
9. Back in office by 2:30pm.
10. Conducting 2 Counseling Sessions daily.
11. Preparing daily, weekly and monthly activity reports.
12. Preparing Coaching Sessions for Consultants.
Success Formula13. Conducting these Coaching Sessions for Consultants.
14. Conducting at least 1 Training Session and 1 Refresher Session per month.
15. Manager must very agile in Submission and must have knowledge about the Issuance of Submitted Proposals.
16. Manager must focus their activities, as per weekly, monthly and Quarterly Recruitment, Training, Activity and Business Plans.
17. The most important part is Manager must appreciate the good performance of Consultants.
18. Manager must be Career focus for their Consultants as well as for himself.