SUSTAINING PERFORMANCETHE KEY TO RETENTION

CREATE GOOD HABITSONE OF THE KEYS TO SUCCESS IN MANAGEMENT IS TO LEARN THE SKILL OF CAUSING OUR TEAM MEMBERS TO “BEHAVE PROPERLY” (DO THE RIGHT THINGS CONSISTENTLY)

IF WE GET THEM TO BEHAVE PROPERLY LONG ENOUGH IT BECOMES HABIT

3 REASONS PEOPLE DO NOT PERFORM PROPERLY 1. THEY DON’T KNOW WHAT THE

JOB IS

2. THEY DON’T KNOW HOW TO DO THE JOB

3. SOMEONE OR SOMETHING IS INTERFERING WITH THEM DOING THE JOB

DEFINE THE JOB A NEW PERSON MUST KNOW THE

LEVEL OF ACTIVITY THEY MUST ENGAGE IN IN ORDER TO BE SUCESSFUL AND MAKE THE INCOME THEY REQUIRE

SET EXPECTATIONS SET EXPECTATIONS THAT ARE

CUSTOM TAILORED TO WHAT THEY NEED TO MEET THEIR NEEDS –NOT OUR NEEDS

TRAIN TO RETAIN EDUCATION ---------------TRAINING

EDUCATION TAKES PLACE IN THE CLASSROOM

TRAINING TAKES PLACE IN THE FIELD

EDUCATION WE MUST TEACH AND

DEMONSTRATE IN THE CLASSROOM IN THE SAME WAY WE WILL TRAIN IN THE FIELD

CLASSROOM MUST BE WELL ORGANIZED AND PREPARED MUST BE A POSITIVE ENVIROMENT EXPLAIN THE PROCESS SHOW AND OBSERVE FILM IF YOU CAN ASK THE QUESTION – ‘IF YOU HAD IT TO DO

OVER AGAIN WHAT WOULD YOU DO DIFFERENTLY.’

FIELD TRAINING FIELD TRAINING VALIDATES THE

CLASSROOM TRAINING FIELD TRAINING MUST BE LIKE

WHAT IS TAUGHT IN THE CLASSROOM

FIELD TRAINING MUST BE TO TRANSFER SKILL

DEMO – CROSSPITCH - OBSERVE

PROPER FIELD TRAINING THE DAY MUST BE

ARRANGED BY THE TRAINER

THE PRESENTATION USED MUST BE THE SAME AS THE ONE THE AGENT IS EXPECTED TO USE AND DEMONSTRATED IN THE SAME MANNER YOU WANT THE AGENT TO USE IT

PROPER FIELD TRAINING THE PROPER ACTIVITY MODEL MUST

BE DEMONSTRATED IN FIELD TRAINING

ANYTHING LESS COULD RESULT IN FAILURE

HARD TO HOLD ACCOUNTABLE TO WHAT HAS NOT BEEN SHOWN

M.R.O.THEY MUST KNOW AND BE SHOWN THE ACTIVITY LEVEL THEY NEED TO MAKE THE INCOME THEY REQUIRE.

M.R.O. MINIMUM- WHAT IS THE INCOME

REQIRED TO KEEP THEIR BILL CURRENT?

REALISTIC—WHAT DO THEY WANT TO EARN

OPTIMISTIC- WHAT WOULD CHANGE THEIR LIFE

SUSTAINING PERFORMANCE TO PROPERLY TRAIN SOMEONE WE

MUST GET THEM TO ENGAGE IN THE PROPER LEVEL OF ACTIVITY LONG ENOUGH FOR IT TO BECOME HABIT

SUSTAINING PERFORMANCE ONCE WE HAVE TRAINED THEM

USING BEST PRACTICES AND AT THE PROPER ACTIVITY LEVEL, THEY HAVE PERFORMED AT THE NORM

…THEN WHAT?

DEVIATIONS SOMEONE OR SOMETHING

INTERFERES WITH THEM DOING THE JOB.

DEVIATIONS FAMILY PROBLEMS FINANCIAL PROBLEMS ABILITY TO HANDLE FREEDOM US

ADDRESSING PERFORMANCE ONE OF OUR MOST ESSENTIAL

NEEDS IN MANAGEMENT IS TO DEVELOP THE SKILL AND THE COURAGE TO POSITIVELY CONFRONT PERFORMANCE DEVIATIONS-TO HAVE THOSE DIFFICULT CONVERSATIONS

POSITIVELY ADDRESS WE MUST ADDRESS THE BEHAVIOR

NOT ATTACK THE PERSON

WE MUST ADDRESS EARLY

WE MUST MEET WITH THEM UNDER FAVORABLE CIRCUMSTANCES

POSITVELY ADDRESS WE MUST REMIND THEM WE CARE

ABOUT THEIR SUCCESS REMIND THEM WHAT THEY TOLD

US THEIR NEEDS WERE AND NEEDED ACTIVITY

TELL THEM YOU ARE CONCERNED AND WHY

GET THEIR FEEDBACK GET AGREEMENT REINFORCE POSITIVE BEHAVIOR

YOUR RESPONSIBILITY MAKE SURE THEY KNOW WHAT THE

JOB IS

MAKE SURE THEY KNOW HOW TO DO THE JOB

ADDRESS DEVIATIONS EARLY AND POSITIVELY

THE RESULT

GROWTH