SUSTAINING PERFORMANCE

THE KEY TO RETENTION SUSTAININGPERFORMANCE

ONE 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 CREATE GOOD HABITS

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 3 REASONS PEOPLE DO NOT PERFORM PROPERLY

A NEW PERSON MUST KNOW THE LEVEL OF ACTIVITY THEY MUST ENGAGE IN IN ORDER TO BE SUCESSFUL AND MAKE THE COMMISSIONS THEY REQUIRE DEFINE THE JOB

SET EXPECTATIONS THAT ARE CUSTOM TAILORED TO WHAT THEY NEED TO MEET THEIR NEEDS –NOT OUR NEEDS SET EXPECTATIONS

EDUCATION ---------------TRAINING EDUCATION TAKES PLACE IN THE CLASSROOM TRAINING TAKES PLACE IN THE FIELD TRAIN TO RETAIN

WE MUST TEACH AND DEMONSTRATE IN THE CLASSROOM IN THE SAME WAY WE WILL TRAIN IN THE FIELD EDUCATION

MUST BE WELL ORGANIZED AND PREPARED MUST BE A POSITIVE ENVIROMENT EXPLAIN THE PROCESS SHOW AND OBSERVE ASK THE QUESTION – ‘IF YOU HAD IT TO DO OVER AGAIN WHAT WOULD YOU DO DIFFERENTLY.’ CLASSROOM

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 FIELD TRAINING

THE DAY MUST BE ARRANGED BY THE TRAINER THE PRESENTATION USED MUST BE THE SAME AS THE ONE THE AGENT IS ENCOURAGED TO USE AND DEMONSTRATED IN THE SAME MANNER THE AGENT SHOULD 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 PROPER FIELD TRAINING

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

MINIMUM- WHAT IS THE COMMISSION REQIRED TO KEEP THEIR BILL CURRENT? REALISTIC—WHAT DO THEY WANT TO EARN OPTIMISTIC- WHAT WOULD CHANGE THEIR LIFE M.R.O.

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? SUSTAINING PERFORMANCE

SOMEONE OR SOMETHING INTERFERES WITH THEM DOING THE JOB. DEVIATIONS

FAMILY PROBLEMS FINANCIAL PROBLEMS ABILITY TO HANDLE FREEDOM US DEVIATIONS

ONE OF OUR MOST ESSENTIAL NEEDS IN MANAGEMENT IS TO DEVELOP THE SKILL AND THE COURAGE TO POSITIVELYCONFRONT PERFORMANCE DEVIATIONS-TO HAVE THOSE DIFFICULT CONVERSATIONS ADDRESSING PERFORMANCE

WE MUST ADDRESS THE BEHAVIOR NOT ATTACK THE PERSON WE MUST ADDRESS EARLY WE MUST MEET WITH THEM UNDER FAVORABLE CIRCUMSTANCES POSITIVELY 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 POSITVELY ADDRESS

MAKE SURE THEY KNOW WHAT THE JOB IS MAKE SURE THEY KNOW HOW TO DO THE JOB ADDRESS DEVIATIONS EARLY AND POSITIVELY YOUR RESPONSIBILITY

GROWTH THE RESULT

SUSTAINING PERFORMANCE