Transcript Needs Based Sales Presentation

NEEDS BASED SALES
PRESENTATION
Branch Managers Meeting Spring 2013
Roll Out Progress
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7 branches have received the new Needs Based
Sales Presentation.
We will continue to roll out the presentation to
branches 3 – 5 branches each month.
During the roll out process, 3 – 5 branches are
selected to be rolled out during a given month.
 Those
branches attend a training seminar in their region
 Each branch is then visited weekly by a laptop trainer
for 3 consecutive weeks.
Roll Out Process, cont.
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This has resulted in 7 successful Branch Rollouts as
well as strong and positive feedback and reports
from the Branches after the initial roll out.
4 Part Roll Out
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New Laptop Presentation
Training System
Field System
Accountability System
New Laptop Presentation
Referral collection is enhanced and increased
through the introductory offers portion of the
presentation.
 Premium size is increased by virtue of the laptop
presentation being driven as a “Needs Based
Sale”.
 Scripts are provided to effectively deliver the
presentation.
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Training System
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A training system for Branches to follow which allows
the Branch to hire and effectively train their Agents
successfully on the Needs Based Sales Presentation.
The training system includes:
General Training PowerPoint
 Laptop On Demand
 New Agent Training Schedule
 Two weeks of New Agent Classroom Training and Materials
 Training Reports
 Certification Meeting Checklist
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Field System
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A key driver to the success of the Needs Based Sales Presentation comes
from a solid foundation of activity.
In addition to a new presentation and a solid foundation of fundamental
training for new agents, a successful field activity system is incorporated
into each Branch.
The field system is partly comprised of:
 Agent expectations and accountability for the field.
 Call Clinic successful formatting and trackers for accountability in agents.
 “4 Quarter” approach to the week
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Pregame: Monday (call night)
Q1: Tuesday
Q2: Wednesday
Halftime: Thursday (call night)
Q3: Friday
Q4: Saturday
Overtime (when needed): Sunday
Accountability System
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Reports and templates are incorporated into each
Branch to help install an accountability system from
the start of new hire’s career, through call clinic, to
daily field work.
Reports:
 Weekly
Activity Report (WAR report)
 Call Night Tracker
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Check Systems
 “The
Talk”
 Field Training Report
 New Agent Certification Checklist
Call Night Tracker
WAR Report
WAR Report
Feedback from Branch Manager
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Mark Woodruff
What Is Qlikview
Why Qlikview
Manage Using Real ACTIONABLE Information
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INSPECTION (Pareto Rule)
 ALP
 PresCnt
 Leads
 Abandoned Sales
4. Repeat
3.
Measure
MEASURE
 Measure for expected
results
 Identify gaps
 Execute plan to
Improve
2.
Adjust
ADJUST
 Measure against LNL
Avg. and Branch Goals
 Use of Needs-Based
Presentation as intended
 Focus on Referrals
 Identify Training &
Coaching Needs
 Closed Loop
Accountability
Management Hierarchy Analysis
Why did the agent report not making a sale?
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Click on a specific name
and you will see data for
ONLY that Branch, UM, Agent,
etc.
YOU CAN DRILL FROM TOP
TO BOTTOM (BM, UM, AGENT)
Summary
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As you get additional data we will be available for
helping you understand and diagnose your Branch
information.
Any questions?
Thank You