3. PROGRAMME
Management Development Program
MODULE
MDP Day 1
SUBJECT
Management Process, Manager’s versus Agent’s Job, Management Activities, Planning Process & Problem Solving,
FACILITATORS
Jackie, Birch, Francis
COURSE DURATION
8hrs
CREDITS 30

4. MANAGEMENT DEVELOPMENT PROGRAM (MDP)

5. 1. Set priorities/construct agency plan
2. Identify training needs and improve agent training and development
3. Identify markets for my agency and penetrate those markets
4. Improve recruiting results using several sources/methods
5. Utilize better selection practices and concepts to select quality agents
Facilitator to outline the holistic objectives of the Management Development Program

6. 7. Utilize problem solving process in critical areas
6. Improve my ability in selection and/or supervisory interviews and master good interviewing techniques
7. Utilize problem solving process in critical areas
8. Find out what motivates agents and assists them in improving their job performance
9. Exchange ideas with other managers
Facilitator to outline the holistic objectives of the Management Development Program (Cont’d)

7. How can this school help?
Break job into pieces to carefully examine each piece
Consider improving your performance in Planning, Organizing, Staffing, Directing & Controlling
Is the job that simple? (five pieces?) No! They are interrelated – a jigsaw
Guide:
*Take action
*Don’t hesitate to change

8. Getting the most from this school
Have a system for taking and using note
Give, as well as take
Don’t be trapped by “either-or” thinking
Seek improvement not perfection
Don’t study the recipe, taste the cake
Take a chance on change
Guide:
*Take action
*Don’t hesitate to change

9. OUTLINE 1. The Management Process 2. Manager’s versus Agent’s job
3. Management Activities
4. Planning Process and Problem Solving

10. THE MANAGEMENT PROCESS

11. The Management Process
PLANNING
STAFFING
CONTROLLING
DIRECTING
ORGANIZING
Where are you, Where you want to be and how to get there?
Describe/Document jobs
Match candidate and job
Training and Motivation
Evaluation and Correction
Planning is the process of thinking about and putting in order the activities required to achieve a desired goal
Managers achieve result through people. Planning helps you to know where to go and how to get there
Organising is the process of defining and grouping the activities of the enterprise and establishing the authority relationships among them.
What structure do you have in place to do this.
Staffing: The selection and assigning of individuals for specific job functions, and charging them with the associated responsibilities.
How to get the people you need to do the work
Directing is a process in which the manager instructs, guides and oversees the performance of the workers to achieve predetermined goals.
How to do the required work
Controlling. A process of monitoring and evaluating performance and taking action to ensure desired results
How to evaluate the work they are doing

12. MANAGER’S JOB VS
AGENT’S JOB

13. Session Outline
1. Identify key management activities
2. Identify key skills/abilities needed for those activities
3. Identify agent’s key activities and the need for them to have a job description

14. Management Job Activities
AGENT RECRUITING AND SELECTION
AGENT TRAINING
PERFORMANCE MONITORING & GOAL SETTING
GUIDING & COUNSELING ESTABLISHED AGENTS
MARKETING ASSISTANCE & SUPPORT
IDENTIFICATION & DEVELOPMENT OF MANAGEMENT PERSONNEL
1. Agent recruiting and selection – SM role
2. Agent training – SM, BM/ Training
3. Performance monitoring and goal-setting – SM role
4. Guiding and counseling established agents – SM with support from BM
5. Marketing assistance and support –BM and RSM
6. Business management *
7. Personal and professional development
*Guide:
Business acumen- discuss
We can add more activities to this list
BUSINESS MANAGEMENT
PERSONAL & PROFESSIONAL DEVELOPMENT

15. Manager’s knowledge, skill and ability dimension
INTEGRITY
STRESS TOLERANCE
INTERPERSONAL RELATIONS SKILLS
TIME MANAGEMENT & DELEGATION
COACHING & INSTRUCTION SKILLS
SALES SKILLS
WILLINGNESS TO SEEK & ACCEPT ASSISTANCE
BUSINESS MANAGEMENT SKILLS
PROBLEM SOLVING SKILLS
ORAL COMMUNICATION SKILLS
PERSEVERANCE
PLANNING & IMPLEMENTING SKILLS
**Below are skills needed to perform those job activities:
Integrity - meaning what you say
Stress tolerance – managing self & pressure both work and home
Interpersonal relations skills – bonding and building relationships
Time management and delegation – productive use of time
Coaching and instructional skills – ability to give a clearer direction for result
Sales skills
Willingness to seek and accept assistance
Business and problem management skills
Problem-solving skills – ability to manage personal and team problems
Communications skills –strong writing, verbal and body language
Perseverance – ability to withstand difficulty
Planning and Implementation skills – ability to identify a goal and pursue it
Organizational commitment – identify with Org values and be committed
Environmental adaptability – how Mgr. responds to inter/external environment.
ORGANIZATIONAL COMMITTMENT
ENVIRONMENTAL ADAPTILITY

16. Agent’s major activities
PROSPECTS
NEEDS ANALYSIS
AGENT EVALUATION & SUPERVISION
CLOSES SALES
POLICY ADMINISTRATION
PLANS/SETS GOALS
DEALING WITH OTHERS

17. An Agent must: COMMUNICATE CONTROL SITUATION
BE SKILLFUL AT INTERPERSONAL RELATIONS
MANAGE TIME
ADMINISTRATIVE DETAILS
BE ETHICAL
BE A LEARNER
BE GOAL ORIENTED
BE ABLE TO PROSPECT
POSSESS TECHNICAL KNOWLEDGE
BE INDEPENDENT

18. Why Agents need a job description?
To help us reach our plan
The greater the chance of success
To tailor their activities to the job
Being more productive
Better retention

19. MANAGEMENT ACTIVITIES

20. Session Outline 1. Identify management importance
2. Consider the frequency of performing management tasks vs the importance of performing

21. Management Importance
AGENT RECRUITING & SELECTION
NEW AGENT TRAINING
SELF-EVALUATION
AGENT EVALUATION & SUPERVISION
SETTING GOALS FOR THE AGENCY
QUALITY MANAGEMENT
PERSISTENCY PROBLEMS
AGENT SUPPORT & DEVELOPMENT
DEVELOPING 2ND LINE MANAGERS
Which of these are most important and in reality? Be careful not to confuse with sequence. Use 10 minutes.

22. Management Frequency AGENT RECRUITING & SELECTION NEW AGENT TRAINING
AGENT EVALUATION & SUPERVISION
AGENT SALES SUPPORT
PERSISTENCY PROBLEMS
AGENT FINANCING PLANS
*Guide:
Compare this frequency to Enterprise Life current frequency
DEVELOPING ESTABLISHED AGENTS
GROUP TRAINING

23. PLANNING & PROBLEM SOLVING

24. Session Outline a) List the 4 steps of the planning process
b) State the 3 criteria of a good objective
c) List the 5 steps of the problem-solving process
d) Understand the 4 considerations in selecting the appropriate alternative: risk, economy of effort, timing, limitation of resources

25. Steps in the planning process
Diagnosis
Objective
Method
Evaluation D
What is the situation now? O
Decide what you want to accomplish M
Decide how you are going to accomplish it E
Schedule a periodic check on progress

26. Diagnosis – A simple approach
1. State the problem
2. Write down your reasons
3. State the discrepancy between where you are and where you want to be
*Guide
Building a branch inception up
Reason is we sell in the low end market
4. After considering 2&3, restate the problem

27. Criteria of a good objective
1. Motivation
2. Attainable
3. Measurable

28. Develop an Action Plan Method Key Preliminary Questions
What will you need to do?
What resources are required?
How will you utilize your management team?
Identify what you & your team must do
What tasks are to be done?
Who is responsible for each task?
Determine a start date
Determine a completion date
*Guide:
Open new Market: How?
Send reps there, Paypoint, send intro letters/ meet at lunch, relationship person
Each member should bring some Paypoint list. Who is responsible for writing what letter? Who will take who out

29. Evaluating Alternative Solutions
Risk
Economy of effort
Timing
Resources

30. Problem Solving Process
Identify the problem
a. Preliminary statement
b. Restatement of the problem
Analyse the problem
a. Probable causes
b. Supporting facts
Develop alternative solutions
Pick the best solution
Convert the decision to action
*Guide
1. First statement. Qualify the statement again
2. We did not send enough letters; we did not give enough transport
3. Alternatively we will send s instead