Volume 3
JUNE 2018
MUTUALLY
INCLUSIVE
SALES TIPS
IT’S PMAS REVIEW TIME AGAIN
FOR THE
MODERN ERA
HOW
THE IMPORTANCE OF EMPLOYEE ENGAGEMENT
STRESSED
ARE YOU? STRONG INTEGRATED FINANCIAL GROUP • MODERN MUTUAL • EMPLOYER OF CHOICE • MODEL CORPORATE CITIZEN
MESSAGE FROM THE EDITORS Clover Moore, Dayton Robinson
D
iscussions about mental health have spiked in recent weeks, due in part to the recent suicides of two highprofile Americans who, in the eyes of the public, appeared to have near-perfect lives. Depression, one of the most common manifestations of mental health disorder, can be difficult to manage. Depression can also have many causes, including changes to routine. With the redesigning for transformation of the VM Group, it’s understandable that as Team Members you may find yourselves facing emotions that you don’t quite know how to handle. Feelings may include shock, guilt and, yes, depression which, put simply, is feeling tremendously sad for an extended period. It is important to face these feelings head on. The advice from psychologists is that we should never invalidate our emotions but instead, through introspection, gain a better understanding of them. When we can acknowledge our feelings and control our behaviour including our interactions with co-workers despite our emotions, then we know we are coping well. This edition of Mutually Inclusive focuses on the important issue of mental health. We hope that as we dissect the subject, you will find the information valuable. We encourage you to speak up and add your own voice to the conversation, as we seek to achieve clarity around one of the world’s most common health issues. In keeping with this month’s theme, this issue also highlights ways which you can feel engaged and happy at work. Check out our employee engagement article, and let us know if you would like to see any of these practices being embraced in our business. Or, make suggestions of your own.
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We also feature some interesting tips to strengthen our sales culture in keeping with our Results Focused Cultural Belief. As you know, we all have a responsibility to meet our referral targets. We have the info you need to feel empowered. We look forward to your usual feedback. Drop us a line at VMCorporateAffairs@vmbs.com and share your thoughts.
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How Stressed Are You?
Sales Tips for the Modern Era
7 It’s PMAS Review Time Again
8 Know Our Products
10 Tell us How You Really Feel
CONTENTS
#EmployerofChoice
HOW
STRESSED ARE YOU? I
n our culture, we have heard, or perhaps said, the phrase ‘I’m too blessed to be stressed’, right? The truth is, no matter how long it takes to count your blessings, stress has no boundaries. Many of us are not sufficiently equipped to deal with the day-to-day stressors we face, especially those we encounter on the job. Attention seems to be brought to mental health issues when someone of prominence is involved. The shocking suicides of Anthony Bourdain, chef and Emmy Award-winning host of CNN’s ‘Parts Unknown,’and fashion designer Kate Spade have inspired dialogue about clinical depression in the US. According to Mental Health America, depression ranks among the top three problems in the workplace. Here at home, the Ministry of Health reports that in 2015, nearly 108,000 Jamaicans were treated for mental illness in public-health facilities across the island.Of that number, almost 2,000 were admitted to hospitals for extensive treatment. A total of $1.7 billion was spent to provide treatment for just over 179,000 persons with mental problems between 2013 and 2014.The nation recorded an $859 million loss during that period as a result of missed full workdays by persons with mental health issues.These numbers underscore the seriousness of the ailment. But how can you ensure you remain in good mental health, especially at work? Here are a few tips. 1. Talk up. Letting your team know that you are having a challenge will open up channels for support, help to reduce stigma, and increase awareness. 2. Go for a quick walk. Step away from your desk to increase energy levels, reduce depression and boost well-being.
3. Eat a balanced diet. Ensure you eat well, nourishing your body with the vital nutrients it needs to function optimally. 4. Write it down. Writing about upsetting experiences can help reduce symptoms of depression. 5. Stay in the present. Don’t worry about the past, or the ‘what ifs’; focus on the now. 6. Consume omega-3 fatty acids. They are thought to decrease depression and schizophrenia. 7. Smile. Smiling can help lower your heart rate and calm you down. 8. Strive for work/life balance. Take your lunch break, and capitalise on flexi-work arrangements. And, if your workload really is too much, speak with your Team Leader. 9. Get professional in place for professional help FOR SUPPORT MINISTRIES (876)
help. VM has resources you to get external – and it’s all confidential. CONTACT FAMILY LIFE 920-1034.
It’s important to take care of yourself. Mental health is a critical component of your overall well-being. Making changes, even small ones, can go a far way towards wellness. Why not begin today?
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WHAT’S TRENDING
FOR THE LOVE OF THE JOB
THE IMPORTANCE OF EMPLOYEE ENGAGEMENT
E
veryone seems to want to work for Google, and we understand: the employee benefits are amazing. One thing the company does extremely well is provide its employees with access to excellent healthcare. There are onsite wellness and healthcare services, including physicians, chiropractic, physical therapy, and massage services. On-site fitness centres and classes help employees keep fit, while on-campus cafes and micro kitchens provide nutritious meals and snacks to keep employees healthy.
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When you take a look at topperforming companies, chances are their culture and employee engagement strategies have played a significant role in their growth. But what is employee engagement?
to work day’. For those who are cat people, you can always unwind in the relaxation lounge and play a game or two.
If it’s challenging for you to wake up on time in the mornings, the folks at Netflix understand. At its Employee Engagement measures California headquarters, there are an employee’s attachment and no fixed hours! Vacation days and relationship with the organisation, work hours aren’t tracked. Just working culture, their role and don’t slack off, as that’s sure to get relationship with colleagues. you a space in the unemployment The level of engagement will line. positively or negatively influence Employees at the Institute for their willingness to go the extra Integrative Nutrition can’t complain mile at work, innovate, and assist where it concerns their physical an organisation in reaching the and mental wellness. Who would, corporate or unit strategy. Of with a professional chef preparing course, there are lots of benefits a healthy organic lunch for you improved communication, greater daily and fresh flowers placed on productivity and profitability, everyone’s desk?And if the biincreased incentives and career weekly chair massages and inadvancement are a few. house yoga classes aren’t enough These days, companies are pulling to de-stress employees, they can out all the stops to keep their always sign up for the staff yoga employees happy. Feeling a bit retreat. hungry between free breakfast and lunch?If you work at Pretty impressive, huh? VM has gaming company Zynga, been making our own strides in grab something from engaging the team – think Casual the snack kitchen. Fridays and the RKP Chill Spot – Ooh, get a treat for and will continue to introduce new your dog, too, and exciting things to ensure you because every are happy and not too stressed. day is ‘bring your dog Read anything you like and think we could introduce? Send your feedback to the editors at VMCorporateAffairs@vmbs.com. We’re not saying your idea will be implemented, but we promise to take a look at it!
#ResultsFocused
SALES TIPS FOR THE MODERN ERA A robust and dynamic sales culture is important if Victoria Mutual is going to survive in this constantly evolving market. Our Centre of Excellence for Sales is a groundbreaking step for our business, as we go boldly in that direction. This is just the beginning! Here are some other ways you can hit your sales targets like a boss.
• BE INFORMED With the increased focus on sales across the Group, everyone has a role to play – directly or through referrals. Do you know what the company’s sales goals are? Do you understand your role in achieving these goals? For more information on our products, visit the VM University http://vmbuildingsociety.vmbs.com/ vmuniversity/index.php.
• SOCIAL SELLING You’re quite likely on social media, perhaps with at least two accounts. Leverage your social network to find the right prospects, develop relationships, and ultimately, achieve your sales goals. Building and maintaining relationships is easier within the network that you already use, making it easy to find and engage with prospective Members and clients.
• COLLABORATE Selling is everyone’s responsibility. Partner with someone in your unit to get those numbers up. Ask for tips and advice to help you improve.
• TRAINING Take advantage of opportunities to improve your technical skills by participating in available training and coaching programmes.
• BENCHMARK AGAINST THE BEST IN CLASS Identify a Team Member who is very successful when it comes to sales, and find out how they do it! Their method could offer you some valuable insight on how to improve your approach, and ultimately your returns.
SALES IS EVOLVING AND WILL CONTINUE TO EVOLVE. SO WILL TECHNOLOGY AND CUSTOMER DEMANDS. SUCCESS IS DEPENDENT ON BEING ABLE TO UNDERSTAND AND MASTER THESE TRENDS. ARE YOU PREPARED? Results Focused - I KNOW and PASSIONATELY deliver the Key Results through ALL that I do.
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‘SELLING IS OUR RESPONSIBILITY’ 04 Build a solid sales infrastructure, including sales methodologies, tools, efficient processes, recruitment and retention, compensation and incentives, close monitoring through appropriate sales reports and performance management (reward and recognition and consequence management).
Victoria Mutual’s in-house sales expert, Bernadette Barrow offers eight tips on how we can build an even stronger sales culture:
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Increase focus on sales across the Group. Everyone must know and understand what the goals are and their role in achieving them.
Increase customer experience at all touch points to drive satisfaction and loyalty. This not only affects retention but loyal customers will refer business.
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Build capacity and technical skills of the sales team through training and coaching.
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Share performance information.
Leverage data analytics to drive products and campaigns.
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Selling is everyone’s responsibility. Therefore, we need a robust and formal referral system.
Integrated selling - leverage synergies of all SBUs to drive product penetration and share of wallet of members.
CHECK OUT OUR REFERRAL FORM http://intranet2/~webadmin/documents/STAFF_REFERRAL_FORM.xlsx
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IT’S
PMAS REVIEW TIME AGAIN I
t feels like yesterday that we welcomed January and a year full of possibilities. In a blink of an eye, here we are at the half-year mark - June. For VM this means it’s time for quite a few things, including Performance Management and Appraisal System (PMAS). For those of us who forgot, the half-year/ interim assessment is due on July 31, 2018. If you have not already completed the review, here are a few important points to remember:
1. Effective January 1, 2018, the VM Group transitioned to a five (5) point rating scale for Performance Management. 2. The performance objectives for Team Members should be reviewed by their supervisors, and a score between 1 and 5 assigned, based on targets achieved as at
June 30, 2018. Scores should be entered in the PMAS summary sheet. 3. The approved assessors for the desired behaviour component of your appraisal, should submit their scores and these must also be entered in the appropriate section of the summary sheet.
Summary sheets and all things PMAS can be accessed on the Intranet at http://intranet2/~webadmin/ index.php Please be reminded that the interim assessment scores will be used in the event of the declaration of a merit payment in December 2018. A performance appraisal score of three or more is one of the criteria for payment of this component of the incentive plan.
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KNOW OUR PRODUCTS
W
e know we all have a responsibility to make referrals to help grow the business and meet our targets. VM University, which is accessed via the Intranet, has product profiles that can help you understand VM’s products better so you can make informed referrals. Here’s some info from VM University, on the VM iSave Suite.
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VM iSAVE SUITE PRODUCT OVERVIEW This is a twelve month contractual savings account with a monthly deposit requirement and an option for renewal at the end of the prescribed period. Savers may open the account with amounts in JMD, USD, CDN and GBP. The iSave account must be started with a defined amount and must be maintained over the life of the account. Lump sum deposits are however allowed throughout the tenure of the contractual period. This account is a time account and as such attracts greater interest than a regular savings account. Early withdrawals from this account are not encouraged and as a result attract a penalty of 50% of the interest earned. Accounts from which interim withdrawals are made are reset for the mandatory 12 month period at the time of the withdrawal. Deposits to the iSave account are facilitated through a ‘servicing’ account such as the regular deposit account. Funds are lodged to the saver’s ‘regular’ deposit account and automatically transferred on a specific date monthly. Salary deductions are encouraged when opening this account.
SELLING POINTS • Ability to choose a monthly deposit that suits personal budget • The more saved, the more earned • Rewards the commitment to saving with above average interest rates - comparable with the highest fixed deposit band • Flexibility to save in the currency of choice — may be an attractive option for persons wishing to save in hard currency on a monthly basis • Facilitates consistent savings short to medium term goals
towards
• Simplifies the process of working towards a goal through ‘built in discipline of a monthly contribution requirement’ and automatic monthly withdrawals • May be used as collateral on loans
For more information, visit VM University at http://vmbuildingsociety.vmbs.com/vmuniversity/ index.php
PRODUCT VARIATIONS The VM iSave suite includes: iSaveEasi
Accounts with a monthly commitment of 1,000-9,999
iSave
Accounts with a monthly commitment of 10,000-99,999
iSave More
Accounts with a monthly commitment of > = 100k
iSave Education
Any iSave account dedicated toward the goal of education
iSaveforHome
Goal specific account for the purchase of a home, which comes with special mortgage related benefits.
VM MUTUALLY INCLUSIVE
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TELL US HOW YOU REALLY FEEL
I
t’s World Cup time and, admittedly, since its start it has been a whirlwind – filled with unpredictability. Small teams doing big things and big teams keeping us wondering. It’s getting tough to make predictions. So we asked, which team do you think will take home the Cup? See responses below:
“Mexico” Renae Campbell,
Enterprise Risk Officer
“I predict France to win but I hope Brazil will win.”
“Germany!”
Dean Johnson, Project Manager
Lavern Chin,
Encompass 360 Support Analyst
“Brazil can’t lose! Team Brazil all the way!” Jodian Blackwood, Credit Support Officer
“Germany to the world” Tamara McDermott, Stock Clerk
“Germany” Rushane Selvyn, Linstead Branch
“Germany” Dane Morrison,
Group Internal Audit Officer
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Scholarships and Bursaries What is YOUR Educational Goal? Let us help YOU achieve it APPLY NOW FOR A VM “HEAD-START” SCHOLARSHIP OR BURSARY.
APPLICATIONS CLOSE:
FRIDAY, JULY 13, 2018 AWARD CATEGORIES The VM GSAT ‘Head-Start’ Bursary is awarded to the VMBS student saver with the best GSAT performance in each school as ranked by the Ministry of Education. This is a one-time payment and is open to students in preparatory, primary and all-age schools across the island; The VM Junior Plan ‘Head-Start’ Scholarship is awarded to the three top VMBS student savers with active accounts, who have sat GSAT, one from each county (based on the past school’s location), to assist with their secondarylevel education; The VM Future Plan ‘Head-Start’ Scholarship has a maximum 4 year tenure and will be awarded to four VMBS student savers, with active VMBS accounts, towards local tertiary education; and
For more information on the eligibility requirements for each category email victoriamutualscholarships@gmail.com, download an application form from our website at http://bit.ly/2IDlKgu or visit a VMBS branch near you.
ACHIEVING YOUR EDUCATIONAL GOALS IS POSSIBLE WITH A VM “HEAD-START” SCHOLARSHIP
The VM Master Plan ‘Head-Start’ Scholarship with the beneficiary being a student saver, with an active VMBS account, pursuing final-year studies at a local university.
IF YOU’RE NOT A VMBS SAVER, BECOME A MEMBER NOW TO QUALIFY!
(876) 754-VMBS (8627) www.vmbs.com | manager@vmbs.com
| Building Your Financial Independence