1.
Operations Manager

2.
Operation Manager
One way to ensure agents maintain a high level of activity
Is to require the agent to report their projected appointments
and production to you every Monday evening.
This is followed up with the agent reporting their mid-week
production and remaining appointments every Wednesday
evening.

3.
Sales Manager
• You can help your SR’s AD’s maintain a high
level of activity by helping them develop their
own prospects by Store call, getting referrals,
building long-term relationships and other
prospecting techniques.
** Contact is defined as cold call, telephone interview and lead follow-up with an
attempt to set an appointment.

4.
Training Sales Person to have
production
• Activity equals production! It is important for you to
minimize all activities not directly related to the
productivity of your Sales person.
• In addition, it is important to adequately teach your
agents how to develop effective marketing plans,
develop long-term customer relationships and maintain a
high level of activity.

5.
Production

6.
Production
• Setting production goals, identifying
responsibilities, identifying required
resources and establishing and
maintaining minimal standards are key to
operating a successful sales operation.
• You will need to be able to accurately
forecast the amount of sales that will be
generated from each agent’s territories.

7.
Production
• It is important for agents success that their manager
expects them to have a minimum production each week.
• Expect and encourage agents to produce a minimum
i.e.: $5,000, written annualized premium weekly.
• Require agents to produce a minimum issued annualized
premium per quarter, for example $30,000 a quarter
would qualify them for local recognition.

8.
Production
• Expect and encourage your agents to take
advantage of the AECI affiliate prospecting
programs available on aeci.us website.

9.
Production
You should review your agents’ activity
requirements, goals, ratios and results weekly.
In addition you should ensure your agents:
1. Set a minimum of 15 new appointments every
week.
2. Make a minimum of 4-6 presentations* every
week.

10.
Culture

11.
Culture
• Attitudes, beliefs, values, philosophies
• Agency Culture: The manner in which
production occurs in your agency

12.
Stages of Development

13.
Define the Scale
1. Exceptional - “Above Average”
2. Satisfactory - “Good” (set goals)
3. Needs Improvement - same (set goals)
4. Unsatisfactory - Transfer/Terminate

14.
Meet and Review
• Meet and review what will be evaluated
• Provide examples of what high, mid and low
performance looks like
• Suggest self-tracking chart – use a weekly
activity planner
• Ask questions if unsure of what is being
measured and how its being measured - not
what the measurement is

15.
Self-Fulfilling Prophecy
Self-Fulfilling Prophecy
Our Perception
Others Behavior
Our Behavior
Determines
Elicits
Reinforces

16.
Triad of Performance
• What to do… Management
• How to do it… Training
• Execution… Leadership

17.
4 Steps
• Focus on performance - not the person
• Empower the Sales Personnel to change
• Write down solution and action plan
• Follow up - evoke +/- consequences

18.
Top Producers
Alike
Sales Professional Sales Manager
 Value the Job
 Achievement Motivation
 Optimism
 Listening
Comprehension
 Professional Image
 Self-confident
 Value the Job
 Achievement Motivation
 Optimism
 Listening
Comprehension
 Professional Image
 Self-confident

19.
Top Producers
Different
Sales Professional Sales Manager
 Training
 Affiliations
 Self-competitive
 Product knowledge
 Assertive
 Flexible Personality
 Need to close
 Growth of others
 Plan and Organize
 Accountability
 Leadership
 Identifies with
Management

20.
Burnout

21.
Burnout
• Frustration: Goals not realized
– easily aggravated
– feelings of hopelessness and helplessness

22.
Burnout
• Apathy: Non-feeling stage
– presence is physical only
– goal is to protect from further disillusionment
– avoids risks, maintains status quo
– doesn’t want involvement
– feels isolated and cut off
– working in vacuum - no feedback
– this work is futile

23.
Burnout
• Stagnation: Loss of satisfaction
– disgruntled, gripes, spreads dissatisfaction
– sees environment as stressful
– bureaucratic processes become mountains
– feels stuck below level of competence
– feels unappreciated
– communication suffers
– perceives dead end career

24.
Improvement Process

25.
Improvement Process
• Catch them doing things right
– support and challenge
– Review “how” they made sale at turn in
• Catch and remediate anything that will show up
negative
• Model activity planning and hold weekly reviews
– let agents solve their own problems
– teach problem solving

26.
Who is a Qualified Prospect?

27.
WHO IS A QUALIFIED PROSPECT?
• An individual who recognizes a problem exist (they believe they
have a problem)
• They are motivated to solve this problem
• They feel our product will solve their problem
• They can physically qualify for our product
• They have the money to purchase our product
• They are willing to spend money to purchase our product to
solve their problem
• They are willing to purchase our product TODAY!

28.
WHAT IS NEEDED

29.
WHAT IS NEEDED
A Sales Personnel who are not successful do
not lack
physical energy, product knowledge, or the
latest sales training, they do not even need a
different personality.
What they need is more customers.
Customers come from daily prospecting.

30.
Prospecting and Planning
Prospecting is a daily activity as part of your Sales Team daily
schedule.
• Teach them to state specific objectives and desired results to be
obtained
• Review with them and update objectives and results regularly
• Review with your Sales Team their schedule of daily prospecting
activity
• Help your Sales Team map out strategies and focus on specific
activity
• Require your Sales team to develop plans and incorporate them into
their daily planner

31.
Plan Your Work
Now
Work Your Plan
Do not confuse planning prospecting with the activity of
prospecting. Your agent will only make a sale if they are
making fact-to-face presentations to prospects!
Common Sense Prospecting:
• Prospect where you pay
• Prospect where you play
• Prospect where you pray
The function of a pre-approach is to approach, which leads to
a presentation, which leads to a sale.

32.
SAMPLE SALE DAY
AGENDA
Store Calls
RULES
OUTCOMES
Plan each day
Work systematically
Make a full presentation on every call
Do all paperwork in your down time
• Don’t prejudge
• “Look for sales”
• Call every lead
• Visit every lead
• Have daily activity
• Have 20 appointments
every day
• Concentrate on making
presentations
• Spend time with
“Prospects”
7:30 Leave for field
8:00 Make 1st sales call
8:30 Walk & Talk
11:40 Sales Call
12:00 Lunch
1:00 Sales Call
2:00 Sales Call
Walk & Talk
Collect Bus. Cards
4:00 Sales Call
5:00 Home
6:00 Plan for next day
(Alternate schedule/ next day
make phone calls in am/leave
at 11 for field. Work till 8 p.m.