Sales activity management through simple tools; plus time management in setting priority in sales activity planning

1. Three Year Aspiration
Last Year Next Year Forecast Wanted Position
2011 Results 2012 Results: 2014 Results:
: RM 400,000 RM 800,000
• RM280,000 10 % Takaful 25 % Takaful
• 5% New Product 80 cases
62 Cases
• 56 cases
RM 6,500 RM 10,000
• RM 5,000 in
FYP/case Routes FYP/case FYP/case
• 80% Jr.-mid Mgrs 20% Top/Biz 60% Top/Biz
• 20% wallet share Owner owner
of Top 20 35% Wallet Share 50% Wallet Share
of Top 20 of Top 20

2. Backward Planning Process
Client Type New
Target Preimum 300,000
less Premium sold to-date 160,000
less Pipeline (Net) 30,000
Outstanding Premium 110,000
AveragecCase Size 5,000
No. of Premium needed 22
Proposal to close ratio 3
No of Proposals 66
Fact Finding to Proposal Ratio 4
No of Fact Finding Meetings needed 264
Phone call/contact to F/F Meeting ratio 6
No of Phone calls/Contacts Needed 1584
Remaining months 6
No of phone calls/Contacts per remaining months 264
No of Fact Finding Meetings per remaining months 44
No of Proposal per remaining months 11
No of premium per remaining months 3.7

3. Managing Future Business
No name P/PKC/C/KC Value Milestone Adjusted Value Action Plan
1 Seah C $7,000 90 $6,300 F-up medical; fix Nov date
2 Gupta KC $30,000 30 $9,000 Pot Analysis; priority
3 Rahman C $3,000 30 $900 Competition argumentation
4 Siti C $5,000 30 $1,500 Meet next week, priority
5 Tan C $5,000 0 $0
6 Chandra KC $30,000 0 $0 Meet ? Priority
7 Mutu C $2,000 0 $0
8 Newton PKC $20,000 50 $10,000 arrange date; priority
9 Zaina P $2,000 50 $1,000
10 Yan P $5,000 50 $2,500
11 Tiara P $5,000 50 $2,500
11 Hajit P $1,500 0 $0
12 Harry P $5,000 0 $0
14 Jonston P $5,000 0 $0
15 Lam P $4,000 0 $0
16 Din P $1,000 0 $0
17 Marjit P $1,000 0 $0
18 James P $1,000 0 $0
$0
$0
$0
$0
$0
$0
$0
Total $132,500 $21,700

4. Sample QDQ Report
Time spent on prospecting
Time spent on f-up, proposal
Time spent on F2F
Convert Proposal to order
Convert 1st meet to proposal
Win rate in prospecting 2012
Promoting Takaful 2011
Top Mgrs and Biz owners
New customers
#Proposals
#F2F BD visits
# Prospecting
0 10 20 30 40 50 60

5. Time Management Model
Important Important
Urgent Not Urgent
High
Importance Not important
High
A Not Important
B
Urgent Not Urgent
Importance
Low
C X
High Low Urgency Low

6. Managing A,B & C Tasks
A and C Tasks B Tasks
Today’s business demands Tomorrow’s business demands
Today’s activities to be done today Tomorrow’s activities to be done today
Not possible to postponed Can still be postponed
A has higher priority B has higher priority
C has lower priority Consume less time with planning
Consume more time, no time to plan