Dawood Family Takaful Limited

Managers Training Program

Scheduled in April 2013

Facilitated by

Shiraz S. Khoja

Tilawat-e-Quran-e-Pakand

Introduction

Training Contents1.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 MANAGERS8.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 Contents11.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 a Manager

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 Planner7. 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 calledMANAGER

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 Manager1 Planning2 Recruitment & Selection3 Training and Coaching4 Recording of Daily Activities5 Counseling6 Business Production

Planning (First Role Of Manager)

No Planning is the Planning to failWithout Planning Manager will always fail to achieve the desire goals & objectives. To achieve all desire goals & objective, Manager must have to the following PLANS:1. Recruitment Plan.2. Daily, Weekly, Monthly, Quarterly and

monthly 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 Recruitment2. Calling for Interviews3. Conduction of Interviews4. Selection Criteria5. Selection Method6. 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 any of the Manager is unable to conduct such session, than development process close to zero.

5. If any of the Manager, is unable to display a Role Play of a 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 of 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 activities6. 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 Appointmente) 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, Counseling with Team Consultants and 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 the Manager to prepare

Plan B, for the remaining days of 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 inDeveloping Consultants and Managers Careers

Managers Development Process1. 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 - Continue4. 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

Managerial ComfortsNormally, Managers do not follow the

planning process, they also do not preparing their monthly, quarterly and yearly

Recruitment Plan for the development oftheir career in this Industry.

Another managerial comfort is not workingon Activity Plan and Training & Coaching Plan

as per their Business targets

Managerial ComfortsThe worst managerial comfort is that they

are committing targets to their Senior Managersbut they do not act their role as per

given business figures to the Management.

This is one of the managerial comfort, theydo recruitment as per plan but they are

fail in producing results with highernumber of Sales Team.

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 aSuccessful Manager

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.

What is theSuccess Formula

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 11:00am7. 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.

Thanks for the Co-operation