Insurance Sales Team Leader

2 months ago

Umhlanga Rocks, South Africa Bloom Financial Services Full time

Bloom’s Insurance Sales Team Leader need to be a highly skilled individual, tasked with motivating a team of up to 12 sales consultants who will be tasked with closing leads that come through to bloom’s brokerage via its various marketing channels. Track, manage, and improve agreed KPIs to ensure team performance is aligned with business targets.

**1. Ensuring high-level sales performance, and motivating sales consultants.**
- Develop mission, vision, and values for each of the sales teams.
- Ensure that new sales agents are prepared by conducting sales training, ensuring that sales techniques are instilled, and refresher sessions are conducted where necessary.
- Conduct daily group sessions with sales team to discuss areas of excellence and improvement, as well as share ideas on how to improve performance. These meetings are held at 07:45 in the morning and must be sufficiently prepared for before the time.
- Create an environment which is supportive of duplicating the values of the teams and the business as a whole.
- Drive performance and motivation within the teams, ensuring high morale, self-belief, a positive mindset, and a team that is target-driven and goal oriented.
- Foster an environment of effective communication to ensure efficient contact, and closing, of customers who have shown interest in bloom products.
- Ensure team members are sufficiently knowledgeable and skilled, and have all required tools at their disposal, to be successful and provide effective healthcare advice to potential customers.
- Ensure team members manage their leads effectively and deliver on their promises to customers (e.g. call-backs).
- Ensure that team members place importance on farming referrals from existing customers (as per Bloom referral process).
- Where required, manually distribute leads to sales representatives and ensure tracking on these leads is completed as per section 3.
- Ensure weekly 1-2-1 meetings are held with ALL team members.
- Conduct verbal coaching with agents and 2ICs as and when required.
- Identify areas of development for the sales representatives and assist to improve these areas through listening to calls, picking up said development areas, and formal coaching.
- Ensure that all coaching is approached proactively and implemented effectively (follow ups are imperative).
- Develop individualised sales strategy for each sales representative.
- Set SMART (Specific, Measurable, Achievable, Relevant, Time-sensitive) goals for the teams and assist individual team members by understanding their individual goals and dreams.
- Update all team members weekly on their sales performance and their sales requirements for the remainder of the applicable commission cycle.
- Work closely with the quality assurance team to identify areas of improvement in non-sales calls and to improve sales conversion.
- Implement performance improvement programmes, and disciplinary action, if necessary to ensure effort is being made by agents to improve and performance improvement advice is being implemented by them.
- Work with Bloom referrers to ensure that their queries are dealt with and feedback is provided to them on leads provided by them.

**2. Ensure high quality of sales.**
- Ensure all team members understand the importance of capturing customer information accurately.
- Ensure that all reported sales are captured on the Insight system as per the approved sales capture process.
- Understand what capture problems exist within the teams and ensure these are corrected, and future capture errors minimised.
- Ensure that quality assurance is calibrated to sales, and work with the QA manager to ensure a common understanding of what information needs to be fed back to sales for the purpose of improving sales volume, sales conversion, and quality of sales.
- Ensure QA requirements are adhered to by sales representatives.

**3.** **Tracking, analysing, reporting, and improving key performance indicators.**
- Ensure that sales consultants are aware of key performance indicators, set appropriate targets to motivate performance and meet business goals. This will involve signing a commission cycle agreement with the agents at the beginning of each commission cycle.
- Analyse system reports (e.g. floor report) to assist in tracking of KPIs.
- Where necessary, ensure the manual tracking and reporting of leads (both contacted and uncontacted), quotes, sales, and cancellations. This includes broker-referred leads.
- Manage performance and follow all appropriate processes to give sales consultants the best possible chance of success.
- Daily reports on basic sales performance is to be sent via WhatsApp to the Bloom management group.
- More detailed weekly and monthly reporting is to be sent timeously and presented to upper management regularly.
- Commission calculations are to be accurately calculated monthly and sent through to upper management for approval.

**4.** **Self-development and innovation.**
- Ensure that all

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