Insurance sales performance dashboards for VP of Sales, sales management and front-line sales staff.

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2. Performance Management Solutions

3. Business Analytics for any organisation:
Common Decision-Making Model Open, Enterprise Platform Source System
Seamless Business Intelligence Analytics Drill Through Packaged Reporting & Analysis
Financial Analytics Sales Analytics Risk Analytics
§ Ledger § Pipeline Performance § Operational
§ Payables § Sales force Performance § Strategic
§ Receivables § Sales Segmentation § Enterprise Risk
§ Cash Management § Customer Relations § Scorecards
§ Customer/Vendor Risk § Pricing and Program Analytics § GRC
Workforce Analytics Marketing Analytics Procurement Analytics
§ Talent Development § Customer Segmentation § Spend Analysis
§ Talent Management § Product & Pricing Analysis § Vendor Analysis
§ Talent Retention § Promotions Analysis § Contract Management
§ Workforce Strength § Brand Analytics § Operational Efficiency
§ Compensation
3

4. INSURANCE SALES PERFORMANCE
The IBM Insurance Sales Performance Dashboard solution provides a prebuilt
framework for Analysis and Monitoring of KPIs
What is the Insurance Sales Performance Dashboard Solution?
The Insurance Sales Performance Dashboard solution provides an Insurance company Chief
Marketing Offices , Chief Sales Officers, Senior Sales Executives and Sales Managers a pre built
role based reporting framework for visually presenting and reporting the Key Performance
Indicators across the Sales & Marketing area to enable them to track the sales, revenue,
productivity and performance.
What does the solution do?
§ Health of the whole organization can be
viewed by CXO at one go MODELS, TECHNOLOGY, BEST PRACTICES
§ Balance Scorecard approach provides
uniform focus to different functional areas A single integrated enterprise-wide
view of Cross-LOB metrics catering
§ Role based KPIs according to hierarchy to the requirements of multiple
and functional areas Insurance Sales levels of Management.
Performance Dashboard
§ Provide alerts on thresholds
§ Role based access control
Sales and Customer Information
§ Ability to handle ad-hoc queries to Claims
Marketing
Finance
Services Technology
Others
generate customized reports in addition to
standard reports
Data & Content, Federation, Advanced Analysis
4

5. Performance Management Functionality
Ø Reporting
ü Provides full breadth of report types
ü Delivers consistent information across all types of report output
ü Can be personalized and targeted
Ø Analysis
ü Provides guided exploration across multiple dimensions of information
ü Provides capabilities to do further analysis
ü Gets to the “why” behind trends to reveal symptoms and causes
ü Moves from summary level to detail levels of information effortlessly
Ø Dashboards
ü Provides at-a-glance, high impact views of complex information
ü Helps quick focus on issues that need attention and action
ü Are highly visual and intuitive with an option of tabular view
ü Combines information across disparate sources
ü Multiple views of KPI for analysis
Ø Scorecards
ü Provides instant measurement relative to targets and benchmarks
ü Aligns decisions and tactics with strategic initiatives
ü Ensures ownership and accountability

6. Insurance Sales Performance Dashboard :
Solution Overview
Business Benefits
§ Provides Sales Officers the power of informed decision making
§ Robust underlying model (IIW) helps in adding new KPIs with minimal effort
§ Complete control over sales and revenue with balanced scorecards, alerts and analysis views
§ Built-in sales force performance and productivity analysis
§ Impact analysis and follow up actions
Prebuilt Solution Components
§ 66 Key Performance Indicators and 150 Standard Reports spreading across Sales & Marketing
§ IIW based Datamart
§ Cognos Metadata Model (FM Package)
§ Role based Dashboards
§ Balanced Scorecards
§ Rules based alerts
§ Ad-hoc queries to generate customized reports in addition to standard reports

7. Technology
Application firewall,
Authentication, Authorization,
Cryptographic Services
COGNOS COMMUNICATION
WEB Reports published
in web
COGNOS SECURITY
Composite Chart Analysis List Dashboard
COGNOS
Second level Analysis Metric Project
Meta data model
APPLICATION
First level Framework Manager Package
Meta data model
All meta data except Metric related
metric related meta data SOAP API
(WSDL)
Star schema
IIW data mart Data Mart
Data Mart Content Store Metric Store DB2
DATA
Cognos Managed Repositories
Operations Data ODS
Store
Policy Financials Claims Others
Source Systems

8. Summary
Fast Less More confidence
Decision probability about the
Making of error decisions

9. Roles and Hierarchy
VP Sales VP Sales Dashboard
Sales Manager Sales Manager
Sales Supervisor Sales Supervisor
Agent Agent

10. Role Based Dashboard
Authentication and
Role based dashboard

11. VP Sales Dashboard
Analysis Cubes for slicing Key Performance indicators
and dicing data, do what-if shown with status, Targets,
analysis and a lot more ad- Actual, Variance, Rate of
hoc analysis change over previous month
Alerts – with option to
analyze and identify
root causes
Link to reports
Key sales figures with the
capability to analyze the
details

12. VP Sales Dashboard
Hover the mouse on the KPI
to see the trend for the last
12 Months

13. VP Sales Dashboard – Detail
Option to view the
detail information

14. VP Sales Dashboard – Sales detail

15. VP Sales – Reports View
Reports grouped under
sections

16. Compensation – Commission Analysis
One can drill down to see the
break up of commission
under Life insurance

17. Compensation - Commission Analysis –
Drill down by Product
One can further drill down
and analyze the commission
break up under Term Life

18. Compensation-Commission Analysis–Drill
down by Product

19. Compensation-Commission %

20. Compensation-Distribution of Agents

21. Policy-New Business Case Count

22. Policy – In-Force Policy Count

23. Policy - Persistency

24. Productivity - Average Policy Size

25. Productivity - Quadrant Analysis

26. Productivity – Based on Case Count

27. Productivity – Based on Commission

28. Productivity – New Customers Acquired

29. Productivity – Percentage of Non
Performing Agents

30. Productivity – Total Sum Insured

31. Sales Force – Agency Manpower

32. Sales Force – Activity Ratio

33. Sales Force – Agent Appointments

34. Sales Force – Net Terminations

35. Sales Force – Average Number of Newly
Appointed Agents

36. Sales Revenue – New Business Premium

37. Sales Revenue – Total Premium

38. Sales Revenue – Growth in Premium
Revenue

39. Sales Revenue – In-Force Premium

40. Sales Revenue – Premium Revenue by
Organization

41. Sales Revenue – Revenue Ratio from New
Customers

42. Analysis – Man Power

43. Analysis - Performance

44. Analysis – Sales Production

45. Sales Force Hierarchy
VP Sales
Sales Manager Sales Manager
Sales Supervisor Sales Supervisor
Sales Supervisor Dashboard
Agent Agent

46. Sales Supervisor Dashboard
Link to Reports Score Card
Comparison against
Organizational averages

47. Sales Supervisor Reports – New Business
Case Count

48. Sales Supervisor Reports – In-Force
Policies

49. Sales Supervisor Reports - New Business
Premium Analysis

50. Sales Supervisor Reports – Premium
Revenue

51. Sales Supervisor Reports – Policy
Persistency

52. Sales Supervisor Reports – Sales
Production

53. Sales Supervisor Reports – Distribution of
Commission