Page 98 - Sales and Operations Handbook for Managers.pdf

Sales Agent DSM/RSM HR

2. Track agent
1. Coaching will be performance and
provided on
successful selling provide additional
which will help to training if agent not
performing to
sell policies.
expectations.

3. Use the Selling for
Success script and
provide training.
Review reporting in
MaxBi to evaluate
agents and determine
where there may be
areas of improvement.

4. Discuss issues related
to performance with the
RSM and use the
feedback to provide
training to agent.

5. DSM should dedicate
a large portion of their
time to training,
coaching, and
retraining to build a
successful team.

6. If expectations have
not been met after 7. Provide guidance on
coaching and
Performance
retraining, then work Improvement Plan for
with HR to complete
Performance those agents not
Improvement Plan. meeting expectations.