Medicare Insurance - Sterling Life Insurance Company

Partners in Action and Leadership*

Field Sales Managers are a critical link between our new Sales Agents and their success. These managers act as coaches and teachers, guiding and providing leadership to Sales Agents through each step of the sales process. To the extent possible, each new Sales Agent is teamed up with a Field Sales Manager under our PAL Program, Partners in Action and Leadership, so that the Sales Agent is supported and has an additional and valuable resource for assistance.

During the new Sales Agent’s first few critical weeks, the Field Sales Manager works with the Sales Agent on a daily basis. This training includes hands-on field training, demonstrations of effective prospecting techniques including phone calls, responder leads, and closing the sale. The Field Sales Manager assists the new Sales Agent and offers suggestions while demonstrating and observing the sales presentation process. As the new Sales Agent gains more experience, knowledge and confidence, the Field Sales Manager’s time spent coaching gradually decreases, however daily contact with both the Sales Agent and Market Manager continues.

Field Sales Managers have the opportunity to create income in various ways: personal production, production of their assigned Sales Agents, bonuses, contest awards, trips and more. In addition, training opportunities to hone skills and prepare for advancement are available through our SMART training program.

*Sterling will attempt to assign a Field Sales Manager or PAL to each new Sales Agent but may not be able to do so in all cases.

Formal training coupled with the new Sales Agent’s commitment are the two components most necessary for new agent success. New agents will experience a week of classroom training, the advantage of the Partners in Action and Leadership (PAL) training program, and the Mentorship program.

Prior to training week:	Study all pre-training materials provided by the Market Manager.
Training Week:	Attend classroom training. Pass the certification tests for Sterling Medicare Advantage, basic Medicare and supplements, Medicare Part D and sales and marketing best practices.
Field Week 1:	Work with assigned PAL for five full days of field training. This includes telephone workshops, demonstrations of sales presentations and closing sales. Objective: Five or more presentations daily Commitment: Three or more presentations daily
Field Week 2:	Field training — five full days
Field Weeks 3-6:	Field training — Two full days per week
Weeks 7-13:	Field training — One full day per week
Weeks 14-26:	Field training — One full day every other week
Weeks 27+:	Field training — One full day per quarter
Daily:	Every new Sales Agent will receive daily contact from his or her Field Sales Manager and/or Market Manager.
Weekly:	The new Sales Agent must participate in the Mentorship Call every week for field weeks 4 through 13.

Expected Activity	Standard	Successful
Phone time per day	2 hours	2.5 hours
Contacts per day	25	35
Scheduled appointments per day	5	7
Presentations per day	3	5
Sales per month	20+	25+

NOTE: Sales Agents who do not have 15 appointments each week are required to attend phone training clinics every Tuesday evening from 5:30 p.m.-7:30 p.m.

With these elements intact, Sales Agents incomes can soar to new heights!

The Sterling Mentorship Program for Sales Agents

Purpose

To maximize agent income and improve agent retention by establishing and monitoring relationships that will lead directly to the successful growth and development of new agents.

Plan

Following one week of classroom training and the first three PAL weeks in the field, the new Sales Agent will participate in the Training Department's weekly Mentorship Call during weeks 4 through 13 in the field. The mentor will coach, encourage, and provide objective feedback.
The Training Department will issue a weekly roster of Sales Agents who particiapted for review by the management team. This provides feedback on mentorship training and allows management to evaluate the program’s effectiveness.
The Market Manager will contact the Training Department each Monday to discuss the challenges and successes of each Sales Agent who attended new agent training the previous week. The purpose is to develop a plan of action that will help the agent form the habits that will lead to success.

Goal
To maximize the Sales Agent income.

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“The company has been very good to me, and everything they promised me has come into place—just like what I promised my clients. So it’s a win-win deal. We all win!”
—Sterling Sales Agent

“I don’t think there’s any other insurance company like Sterling.”
—Yvonne H.
Sterling Customer