Increasing Contest Benefits Activities Time Needed Materials Needed People Involved Before Contest Start of Contest During Contest Contest Follow-up Supervisory Methods Sales Representatives Methods Monitoring Frequency* Records Field Observation Supervisory Interview Comments *A = Weekly; B = Monthly; C = Quarterly; D = Semiannually; E = Annually Supervisory Methods Sales Representatives Methods Monitoring Frequency* Records Field Observation Supervisory Interview Comments *A = Weekly; B = Monthly; C = Quarterly; D = Semiannually; E = Annually SAMPLE Improving Performance Self-Development Program for (Name) (Use separate page for each objective) Objective In the next six months, I want to: Steps To reach this objective, I must: Completion Date I plete this step by: Responsibility The people who will be involved in this step are: Learn more about what • Reproduce copies of the es chart 6/14 Secretary motivates individual sales (LIMRA’s permission granted) representatives who report to me • Ask sales reps to rank es in order of 6/21 Self, all sales reps importance to them • Complete a second copy of the es chart for 6/28 Self e each sales rep as I think the person would rank them • Schedule private interviews with sales reps to 8/30 Self, all sales reps discuss the value of the es to each person • Develop personalized guidelines for supervising 10/11 Self each sales rep based on individual values • Schedule periodic follow-up interviews Ongoing Self Improving Performance Self-Development Program for (Name) (Use separate page for each objective) Objective In the next six months, I want to: Steps To reach this objective, I must: Completion Date I plete this step by: Responsibility The people who will be involved in this step are: Sales Representatives’ Names TOTAL: Add across row for field sales office rating in each area. I. Key Sales Activities A. Prospecting B.
