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0 WORK-WAYS
For MCBMs
1
“VARIABLE AGENCY MODEL”
IS THE
NEW
2
KEY BUSINESS LEVERS IN CBM
R D B
Recruitment Development Business
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BRINGING THE ENTREPRENEURIAL MINDSET
• Stay Disciplined.
4
INSTALLING ATM MACHINES
5
4 DISCIPLINES OF EXECUTION
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4 DISCIPLINES OF EXECUTION
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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)
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In Africa,
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DISCIPLINE – 1
FOCUS ON VERY IMPORTANT GOALS (VIG)
GOALS
(WOW Activity)
WHIRLWIND
WHIRLWIND
(The IMPORTANT
(TheDay
DayJob)
Job)
URGENT
URGENT YOU ACT on it
It ItACTS
ACTSononYOU
YOU Narrow the Focus here
11
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”.
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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.
• 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
conducted/attended NoPs and APE
and other sources
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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
RE)
EA SU
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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
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
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.
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
10 27
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.
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DISCIPLINE – 4
BE ACCOUNTABLE
10:30 am-12:00 BM prospecting & recruitment • Scripts – Prospecting, Recruitment, Developing &
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
• Zoom call or F2F in a group • Business Progress Dialogue (BPD) format referring to
• 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) observation
> Capturing development needs for self & RTM
• PFA recruitment • F2F for COP
reference & action
Pls refer to BPD format available
B 4:30 pm-6:00 pm Business & PFA docs traction • Business Progress Dialogue format, Incentive sheet
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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
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
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
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
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Team Presentations
33
THANK YOU
Copyright Warning:
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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.
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Back up slides
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RECRUITMENT – CONTROLLABLE MEASURES FOR BMs
PFA HIRING
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
37