LIMRA公司 高级经理培训课程全套1landscape pages.docVIP

PAGE Increasing Contest Benefits Activities Time Needed Materials Needed People Involved Before Contest Start of Contest During Contest Contest Follow-up Supervisory Methods Sales Representatives Methods Monitoring Frequency* Records Field Observation Supervisory Interview Comments *A = Weekly; B = Monthly; C = Quarterly; D = Semiannually; E = Annually PAGE Supervisory Methods Sales Representatives Methods Monitoring Frequency* Records Field Observation Supervisory Interview Comments *A = Weekly; B = Monthly; C = Quarterly; D = Semiannually; E = Annually SAMPLE Improving PerformanceSelf-Development Program for (Name) (Use separate page for each objective) ObjectiveIn the next six months, I want to: StepsTo reach this objective, I must: Completion DateI will complete thisstep by: ResponsibilityThe people who will beinvolved in this step are: Learn more about what ? Reproduce copies of the Outcomes chart 6/14 Secretary motivates individual sales (LIMRA’s permission granted) representatives who report to me ? Ask sales reps to rank outcomes in order of 6/21 Self, all sales reps importance to them ? Complete a second copy of the Outcomes chart for 6/28 Self e each sales rep as I think the person would rank them ? Schedule private interviews with sales reps to 8/30 Self, all sales reps discuss the value of the outcomes to each person ? Develop personalized guidelines for supervising 10/11 Self each sales rep based on individual values ? Schedule periodic follow-up interviews Ongoing Self Improving PerformanceSelf-Development Program for (Name) (Use separate page for each objective) ObjectiveIn the next six months, I want to: StepsTo reach this objective, I must: Completion DateI will complete thisstep by: ResponsibilityThe people who will beinvolved in this step are: Sales Representatives’ Names TOTAL:Add across rowfor field salesoffice ratingin each area. I. Key Sales Activities A. Prospecting B. Needs analysis C. Selling and