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CBM 2.

0 WORK-WAYS
For MCBMs

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“VARIABLE AGENCY MODEL”
IS THE

NEW

“BUSINESS MAXIMIZING MODEL”

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KEY BUSINESS LEVERS IN CBM

R D B
Recruitment Development Business

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BRINGING THE ENTREPRENEURIAL MINDSET

• Visualize YOU Being an Entrepreneur

• Entrepreneurship is all about Treadmill

• Update & Upgrade

• Substantiate your role and enhance value

• Risks and Mitigate Risks

• Optimism – Oxygen of Business

• Stay Disciplined.

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INSTALLING ATM MACHINES

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4 DISCIPLINES OF EXECUTION

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4 DISCIPLINES OF EXECUTION

FOCUS ON (VIG) ACT ON TRACK YOUR


VERY IMPORTANT CONTROLLABLE PROGRESS WITH A BE ACCOUNTABLE
(VIG)
GOALS MEASURES SCOREBOARD

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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)

An inescapable truth is the more you try to


do, the less you will accomplish. People
lose track of this and try to cram more and
more into each day.

Therefore, the first step to executing is to


figure out what exactly is very important to
what you want to achieve and then focus
on that alone. Select one or two most
important goals and make them your top
priority.

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In Africa,

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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)

• Start with Focus

• Focus your best effort on the important goals

• Don’t spend all energy on various goals – result


will be mediocre

CONVENTIONAL THOUGHT 4 DISCIPLINE PRINCIPLE

Many of our goals are


All of our goals are priority.
important , but only one or
We can multitask and
two are very important. These
succeed at 10 or 15 goals
deserve our finest effort.
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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)

GOALS
(WOW Activity)

WHIRLWIND
(The Day Job) IMPORTANT

URGENT YOU ACT on it

It ACTS on YOU Narrow the Focus here

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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)

“We are the most focused company that I know or have read of or have any knowledge of. We say NO to
good ideas everyday. We say No, to keep the amount of things we focus on, so that we can put
enormous energy behind the ones we do choose”.

- Tim Cook, CEO – Apple Inc.

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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)
Focus with discipline:
• No Team focuses on more than two – three VIGs at the same time.

• The battle you choose must win the war

• Senior leaders can veto, But not dictate

• All VIGs must have a finish line in the form of “from X to Y, by when”.

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YOUR VIG?

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MCBM’s VIG

Recruitment
Development Business
VIG 1 – Connect call with
VIG 1 – No. of new names BMs for PFA Recruitment,
gathered from ET Mitra VIG 1 –BM team meetings
NoPs and APE
and other sources conducted/attended

VIG 2 – Business Progress


VIG 2 – No. of prospect VIG 2 – Joint Field
Dialogue with BMs
BMs met (F2F) Presentations/Work with
BMs

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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES

• Accept that some actions will have more impact on achieving your VIG than others.

• Uncontrollable measures are important but controllable ones get you results.

• Identify your best controllable measures and make them your key leverage points.

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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES
UNCONTROLLABLE MEASURE
• Tells us whether we have achieved the goal
• Out of Our Control
• Measures the Goal
CONTROLLABLE MEASURE
• Tells us if we are likely to achieve the goal
• Virtually within our Control
• Predictive
• Measures something that leads to the Goal
• Influence able
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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES

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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES
“If you want to lose weight, you should diet and exercise”

“The difference is merely understanding the importance of diet and exercise and
measuring how many calories you’ve eaten and how many you’ve burned.

Data on controllable measures that make the difference, enable us to close the gap
between what we know our team should do and what they are actually doing.”

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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES

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DISCIPLINE – 2
ACT ON CONTROLLABLE MEASURES

Controllable Uncontrollable
Input activity Output/Outcome
Measurable Manageable
Behaviors Results
Repeatable Variable
Drives output Result of effective input

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RECRUITMENT – CONTROLLABLE MEASURES FOR MCBMs
BM HIRING (MONTHLY)
New BM prospects
for calling New BM prospect
meetings fixed
150 New BM prospects
Social media 30 met for COP
Existing PFA
references 20
New BMs joined
ET Mitra inputs
4
ETLI Referrals

Last quarter names

Marketing activity

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RECRUITMENT – CONTROLLABLE MEASURES FOR MCBMs
BM HIRING (WEEKLY)

New BM prospects
for calling New BM prospect
meetings fixed
40 New BM prospects
Social media 8 met for COP
Existing PFA
references 5
New BMs joined
ET Mitra inputs
1
ETLI Referrals

Last quarter names

Marketing activity

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DISCIPLINE – 3
TRACK YOUR PROGRESS WITH A SCOREBOARD
People always play differently when they know you are keeping a track.

Capture your progress on a score board everyone knows, everyone understand and
everyone follows religiously.

Make sure the scoreboard is designed by the team members for the team members.

“People play differently when they are keeping a track of their progress” 24
DISCIPLINE – 3
TRACK YOUR PROGRESS WITH A SCOREBOARD
Characteristics of a player’s score board

 It has to be simple
 It has to be visible to the team, as visibility drives accountability
 It has to show both controllable & uncontrollable measures.
 It has to tell at a glance if they’re winning?

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DISCIPLINE – 3
TRACK YOUR PROGRESS WITH A SCOREBOARD
RH’s Morning Huddle with MCBMs
RH Name & Location: Date:
Very Important Goals: Input activities for the day!
1. Number of BM recruitment meetings planned for the day?
2. Number of PFA recruitment meetings (of MCBM unit) planned for the day?
3. NoP meetings planned for the day?
4. Total premium (APE) expected by end of the day?
5. BM launch for the day, if any.

Recruitment Business Meetings


Business shortfall
Meetings Shortfall & Plan to
MCBM Name & Plan to achieve
BMs PFAs achieve the shortfall NoP Premium
the shortfall
meetings expected
Suresh Kumar 2 2 All BMs to plan 1 PFA meeting 5 4 lakhs Avg ticket size
to be 35K APE

Team Total
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BM Launches for the day (Name/Location/MCBM):
DISCIPLINE – 3
TRACK YOUR PROGRESS WITH A SCOREBOARD
MCBMs’ Development needs on various topics (to be identified by RH in his/her team)
List of topics as development needs:
Joint field work – end to end, Recruitment of BMs with focus on geographies and profiling to create composite
A: team
B: Identifying and Nurturing ET Mitra
C: Business planning using tools like Goal setting
D: Business Progress Dialogue - Measuring input and managing output
E: ETLI – as a Brand, BoP, CoP presentations and products
F: Presentation, Demonstration skills and leveraging tech tools – Zoom, Skype, etc.
G: Entrepreneurship approach to business: MCBM value proposition
No. MCBM Name Development topics
sample Ramesh Kumar A B F G

1
2
3
4
5
6
7
8
9
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DISCIPLINE – 4
BE ACCOUNTABLE

While the first three disciplines set up the game, discipline 4 is where execution really happens.

The reality is unless you hold yourself and others accountable, your goal will get swallowed up in the
whirlwind of current activities.

You have got to keep reporting how change is happening.

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DISCIPLINE – 4
BE ACCOUNTABLE

May 1996 June 2001

Jon Kraukauer & Team Erik Weihenmayer & Team


Mission – Climbing Mount Everest Mission – Climbing Mount Everest
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MCBM DAY AT A GLANCE
KRA Time Activity (What) How Reference point
• Focal points of discussion remains R & B
P 9:30 am-10:30 am Connect call with RH • Zoom call / Con-call
Pls refer to Morning huddle with RH
BM prospecting & recruitment • Scripts – Prospecting, Recruitment, Developing &
10:30 am-12:00
R pm
• Connect/Meet ET Mitra /other sources • F2F / Phone call Meeting ET Mitra
• Meet prospect BMs • F2F for BOP Pls refer to various scripts available

BM unit Development • Business Progress Dialogue (BPD) format referring to


• Zoom call or F2F in a group
• BM-1, BM-2 (Unit Connect call) > List of topics GK topics
D 12:00 am-2:30 pm
• On field demo or
> Tools-SAMS, Incentive sheet
• BM individual meeting (JFW) > Capturing development needs for self & RTM
observation
• PFA recruitment reference & action
• F2F for COP
Pls refer to BPD format available

Business Progress Dialogue with RH: Once a • F2F/WhatsApp/Duo/Skype


B 2:30 pm-3:30 pm
week
• Business Progress Dialogue format, Incentive sheet

• BPD formats referring to


> SAMS,
> Incentive sheet for gaps and
Business Progress Dialogue
D 3:30 pm-4:30 pm
• BM-1, BM-2 (recommended fortnightly) • F2F/WhatsApp/Duo/Skype
> Capturing development need for self & RTM
reference
& action

B 4:30 pm-6:00 pm Business & PFA docs traction • Business Progress Dialogue format, Incentive sheet

• Business Progress Dialogue format, Incentive sheet


P 6:00 pm-6:30 pm Call2Connect with RH for next day planning

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R: Recruitment D: Development B: Business P: Planning
Sample Monthly Calendar
MCBM
Week 1 Day 1 Day 2 Day 3 Day 4 Day 5

Recruitment Activities, Recruitment activities, Recruitment activities, Recruitment activities, Recruitment activities,
Development activities – New Development activities – New Development activities Development activities Self Development, Market
BM BM – BM > 6 months – BM > 6 months update

Week 2 Day 1 Day 2 Day 3 Day 4 Day 5

Recruitment Activities, Recruitment activities, Recruitment activities, Recruitment activities, Recruitment activities,
Development activities – New Development activities – New Development activities Development activities Self Development, Market
BM BM – BM> 6 months – BM > 6 months update

Week 3 Day 1 Day 2 Day 3 Day 4 Day 5

Recruitment Activities, Recruitment activities, Recruitment activities, Recruitment activities, Recruitment activities,
Development activities – New Development activities – New Development activities Development activities Self Development, Market
BM BM – BM > 6 months – BM > 6 months update

Week 4 Day 1 Day 2 Day 3 Day 4 Day 5

Recruitment Activities, Recruitment activities, Recruitment activities, Recruitment activities, Recruitment activities,
Development activities – New Development activities – New Development activities Development activities Self Development, Market
BM BM –BM > 6 months – BM > 6 months update
DISCIPLINE – 4
BE ACCOUNTABLE

1. Report on Previous week’s commitments

2. Revisit and Update Scoreboard

3. Make Commitments For Next week

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Team Presentations

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THANK YOU
Copyright Warning:

• The contents of the document are for discussion purpose only and not to be reproduced or copied in any manner.
Any form of reproduction or transmission without consent will amount to an infringement of copyright.

• Disclaimer: All Trademarks, Logos, etc. pertaining to third parties have been used for illustration purpose only and
remain the exclusive property of their respective owners.

• Visit us at : www.maxires.com Maxires India Maxires India

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Back up slides

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RECRUITMENT – CONTROLLABLE MEASURES FOR BMs
PFA HIRING

New PFA names for


calling New PFA met
New PFA docs
20 completed
Social media 10
Existing PFA 3
references New PFA joined
Last quarter
names 1
ETLI Referrals

Marketing activity
Friends & Family

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DEVELOPMENT – CONTROLLABLE MEASURES FOR PFAs
FOR NoP
New prospect
names for calling New prospect
meetings fixed New prospects
15 met
Social media 6
4
Natural Market
NoP closed
ET Mitra inputs
A
1
ETLI Referrals

Marketing activity

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