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Session W120  DESIRE:  Creating Sales Training that Reps Want to Attend Room W475AB 8:00 am-9:15 am Wednesday May 19, 2010 Mike Milbourn: mmilbourn@ameritas.com Keith Stoneman: kstoneman@ameritas.com Ameritas Life Insurance Corp.
Agenda ,[object Object],[object Object],[object Object],[object Object]
Objectives ,[object Object],[object Object],[object Object]
Connections and Assessing ,[object Object],[object Object],[object Object],[object Object],[object Object]
Our Story Over 9.9 x 10 15  product options…and growing
Our esteemed leader “ What have you sold today?”
Phase I
[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],[object Object],Result: Response: Driver:
Phase I  Theme: Outstanding problem solving Condition:  Reactive, Tactical Department
Phase II
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],Result: Response: Driver:
[object Object],[object Object],[object Object],Result: Response: Driver:
Phase II  Theme: Striving for Significance Condition:  Proactive Consulting Department
Phase III: Strategic Contribution  COMING SOON!
Today: “How soon can you have a training class and get me in?” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Now Then
Our results 2009 Sales - 0.1% + 9.2% All Voluntary Sales + 1.9% + 11.8% PPO Sales - 1.1% + 4% All New Sales Industry  Average Group Division
Sales Production per Rep
Industry Comparison
How did we do it?  The DESIRE Model D –  Ditch your Ego E –  Establish Outcomes S –  Seek I –  Invest R –  Relevance E –  Evaluate Continuously
Ditch Your Ego D
Establish Outcomes E
Seek S
Invest ,[object Object],[object Object],[object Object],[object Object],I
Relevance R
Evaluate Continuously E
Using DESIRE to solve what’s not working with your training
How’s it work? Keep / Change / Pitch
DESIRE:  Creating Sales Training  Reps want to Attend Mike Milbourn Keith Stoneman Ameritas Life Insurance Corp. To get copies, leave us a business card labeled with  handouts, slides or both, and we will email them to you.

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