Goal Sheet

Bancassurance – YBL
FY 2022-23

Date - 20th July 2022

^As per Annual Audited Financials for the FY 20 -21.

Agenda

Goal Sheet
 MUBB

Category Business Input OA Health People

Counter
KPI MarX Protection Annuity GRAB Persistency Leakage Team success Attrition
Share

Associate : 2 protection Black Leads <5% |

NOP p.m or 8 Lacs annual Lead conversion 100% Plan on
premium >20% 75% 13M+ 25M Pre+Post 80% Overall
Annuity Plan
MOS Overall Plan vs. Achvt. Counter Combined Leakage Associates Attrition
vs. Ach.
Share Actuarial <10% meeting plan <50%
MUBB Persistency
CM&above: Protection (50% weightage
Plan vs. Achvt. each)

Associate 60% 10% 5% 10% - 15% - - - 100%

DCM/CM 45% 5% 5% 10% 10% 10% 5% 10% - 100%

RM 35% 5% 5% 10% 20% 10% 5% - 10% 100%

ZH 35% 5% 5% - 25% 10% 5% - 15% 100%

 Affluent

Category Business Input OA Health People

Team
KPI MarX Protection Annuity GRAB Counter Share Persistency Leakage Attrition
success

Black Leads
<5% | Lead
Associate : 2 protection 100% Plan on
conversion
NOP p.m or 8 Lacs 13M+ 25M Pre+Post 80% Overall
Annuity Plan >20% 75% Counter
MOS Overall Plan vs. Achvt. annual premium Combined Leakage Associates Attrition
vs. Achvt. Share
CM&above: Protection Actuarial <10% meeting plan <50%
Affluent (50%
Plan vs. Achvt. Persistency
weigtage
each)

WRM 50% 10% 20% 10% - 10% - - - 100%

DCM/CM 40% 10% 20% 10% 10% 10% - - - 100%
RM 40% 10% 10% 10% 20% 10% - - - 100%
ZH 40% 5% 10% - 20% 10% 5% - 10% 100%
Affluent SH 35% 10% 10% - 20% 10% 5% - 10% 100%
 Rural

Category Business Input OA Health People

Counter Team
KPI MarX Protection Annuity GRAB Persistency Leakage Attrition
Share success

Black Leads
<5% | Lead
Associate : 2 protection 100% Plan on
conversion 80%
NOP p.m or 8 Lacs Annuity 13M+ 25M Pre+Post Overall
>20% 70% Counter Associates
MOS Overall Plan vs. Ach. annual premium Plan vs. Combined Leakage Attrition
Share meeting
CM&above: Protection Achvt. Actuarial <10% <50%
Rural (50% plan
Plan vs. Achvt. Persistency
weigtage
each)

Associate 60% 15% - 10% - 15% - - - 100%

DCM/CM 45% 10% - 10% 10% 10% 5% 10% - 100%
RM 40% 10% - 10% 20% 10% 5% - 5% 100%
ZH 40% 10% - - 20% 10% 10% - 10% 100%
Rural SH 40% 10% - - 20% 10% 10% - 10% 100%
 Business Banking

Category Business Input OA Health People

Counter Team
KPI MarX Protection Annuity GRAB Persistency Leakage Attrition
Share success

Black Leads
<5% | Lead
Associate : 2 protection 100% Plan on
conversion 80%
NOP p.m or 8 Lacs Annuity 13M+ 25M Pre+Post Overall
>20% 75% Counter Associates
MOS Overall Plan vs. Achvt. annual premium Plan vs. Combined Leakage Attrition
Share meeting
CM&above: Protection Achvt. Actuarial <10% <50%
Buisness (50% plan
Plan vs. Achvt. Persistency
Banking weigtage
each)

Associate 60% 15% - 10% - 15% - - - 100%

DCM/CM 45% 10% - 10% 10% 10% 5% 10% - 100%

RM 40% 10% - 10% 20% 10% 5% - 5% 100%
ZH 40% 10% - - 20% 10% 10% - 10% 100%
Rural SH 40% 10% - - 20% 10% 10% - 10% 100%
Tele Sales

Category Business Input OA Health People

Bank
Counter Team
KPI MarX Protection Seller LCR Persistency Leakage Attrition
Share success
Activation

Associate : 3
100% Plan
protection NOP p.m
30% Bank on 13M+ 80%
or 12 Lacs annual Plan vs. Pre+Post Overall
Tele Sales RM 75% Counter 25M Associates
MOS Overall Plan vs. Achvt. premium Achvt. on Leakage Attrition
Activation Share Combined meeting
CM&above: 20% LCR <10% <50%
Plan Actuarial plan
Protection Plan vs.
Persistency
Achvt.

Associate 50% 20% 10% 10% - 10% - - - 100%

CM 40% 10% 5% 5% 20% 10% - - 10% 100%
Tele Head 40% 10% 5% 5% 20% 10% - - 10% 100%
 YCOPS

Category Business Input OA Health People

Counter Team
KPI MarX Protection Annuity LCR Persistency Leakage Attrition
Share success

Associate : 8
100% Plan
protection NOP p.m
on 13M+ 80%
or 25 Lacs annual Annuity Plan vs. Pre+Post Overall
75% Counter 25M Associates
MOS Overall Plan vs. Achvt. premium Plan vs. Achvt. on Leakage Attrition
YCOPS Share Combined meeting
CM&above: Achvt. 20% LCR <10% <50%
Actuarial plan
Protection Plan vs.
Persistency
Achvt.

Associate 50% 15% 15% 10% - 10% - - - 100%

CM 40% 15% 15% 10% - 10% - - 10% 100%
YCOP head 40% 15% 15% 10% - 10% - - 10% 100%
 YES Private

Category Business Input OA Health People

Bank RM Counter Team

KPI MarX Protection Annuity GRAB Persistency Attrition
Activation Share success

Black Leads
<5% | Lead 100% Plan
Associate : 2
YES Pvt. 30% Bank conversion on 13M+ 80%
protection NOP p.m or Annuity Overall
RM >15% 80% Counter 25M Associates
MOS Overall Plan vs. Achvt. 8 Lacs annual premium Plan vs. Attrition
Activation Share Combined meeting
CM&above: Protection Achvt. <50%
Plan (50% Actuarial plan
Plan vs. Achvt.
weigtage Persistency
each)

Pvt. WRM 50% 10% 20% 10% - 10% - - - 100%

Pvt. Head 50% 10% 20% - - 20% - - - 100%

Agenda

Career Path
 Structure and Minimum Tenure
NRM
Non Gate Based Promotions
3B
ZVP
Band 3A Non Gate Based Promotions
Zonal Manager/Zonal
Head
Band 3 18 Months
People
Management Sr. Regional Manager
Roles Band 4B
18 months
Regional Manager
Band 4A
18 months

6 months Center Manager

Band 4
Sr. FSM/DCM
6 Months - 18 months
Band 5B 6 Months -18 months Financial Sales Manager
Band 5B
6 Months - 12 months
Sourcing Roles Associate Sales Manager
Band 5A 6 Months - 12 months

Relationship Associate
Band 5 11
 Promotion Criteria Associate – FY23
Existing RA promotion:

1. 100% of Marx Target

2. 1 Protection NOP per month or 12 Protection NOP’s for the year to be eligible for Promotion
3. 100% of 13M and 25M combined Persistency target

FAST TRACK PROMOTION – New Associates

Fast Track Promotion Possibilities – FY23

Route 1: A new employee can get a promotion post completion of 6 months with Max Life

Criteria: Achieve 6 months 150% of MarX Plan & 6 Protection NOP & 100% of 13M and 25M combined Persistency target

Route 2: A new employee can get a promotion post completion of 9 months with Max Life

Criteria: Achieve 9 months 125% of MarX Plan & 9 Protection NOP & 100% of 13M and 25M combined Persistency target

Note:
1. For Q1 FY’23 promotions will be based on previous financial year Gates criteria
 Promotion Criteria Supervisor – FY23
CM Promotion:

1. 100% of Marx Target

2. 75% of team achieving Protection NOP target {75% of (12 Protection NOP * RA count)}
3. 100% of 13M and 25M combined Persistency target
4. 100% of SP Activation target

RM / ZM Promotion:

1. 100% of Marx Target

2. 50% of team achieving Protection NOP target {75% of (12 Protection NOP * RA count)}
3. 100% of 13M and 25M combined Persistency target
4. 100% of SP Activation target

Note:
1. For Q1 FY’23 promotions will be based on previous financial year Gates criteria
2. All promotions into Band 3 are at the discretion of management basis assessment & role
 Gates validity to get in to leadership roles

FSM & Sr.FSM to CM & DCM roles

• Clearance of gates stands valid for 6 months

• Promotion is subject to position availability

CM, CRM, RM, SRM to next level

• Clearance of gates stands valid for 6 months

• Promotion is subject to position availability
 Guidelines
1. The new career path is valid for all promotions effective 1st April 2022
2. A minimum rating of G3M3 & above is mandatory in the annual performance cycle
3. Employee should not have been found guilty under the EDAP policy
4. Promotions for all positions would be done on a quarterly basis in July, October, January and April
2023 basis YTD achievement of 6 months, 9 months and 12 months respectively
5. Employee will be assessed on Values, Engagement Score, Retention in Team & Managerial capability
6. Increment Grid :

FSM / Sr. FSM to Center

Adj. MFYP % Achievement RA to ASM ASM to FSM FSM to Sr. FSM
Manager & above

125% & above Rs. 45000 Rs. 55000

As per PMS guidelines
110% & above Rs. 35000 Rs. 45000 As per PMS guidelines
100% & above Rs. 25000 Rs. 35000
 MPS - Associate, CM, RM
MINIMUM PERFORMANCE STANDARD

Proposed MPS - PIP Process

Vintage* Measures of PIP PIP duration PIP target PIP Outcome

Field MarX Plan, Protection NOP

60% - MarX Target
Associate 30 days & Persistency Plan >=75% achievement - Clear
New Joinee –
(30 Days)
Extension of
<75% achievement - PIP extension basis
Probation
Field MarX Plan, Protection NOP Channel, HR Head recommendation else
Vintage - PIP 60 days
CM & RM & Persistency Plan EXIT
applicable
(60 Days)

Pardon on PIP through Counter Share - If CS% >80% and Plan Achvt. <60%, No PIP to be implemented

*Minimum 6 months
 THANK YOU

^As per Annual Audited Financials for the year FY 19-20.

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