My Question is about

Answer

	Policy for sustainable success of the sales team.
	Policy	A	B	C	D	E	F
#	Position	Joining bonus	Probation Responsibility	Post-Probation Responsibility	Basis of Post-Probation CTC	Factors Affecting Variable CTC	Basis of Additional Annual Performance Incentive
1	HRBD	Equal to 3 months' stipend	# of student per district	# of Active Licensed Enrolment Associates LEAs	# of districts covered by BDE & SE	# of student joined the course per district per month	Revenue based percentage
2	HZBD	Equal to 3 months' stipend	# of MAs licensed per district	# of eligible student	# of districts covered by BDE & SE	# of Eligible course completers	Licensing of number of LMA per Executive
3 & 4	BDE & SE	5490	Licensing of Mission Associates	Number of student dispatches	Revenue from license fees	Monthly student dispatch volume	# of SEs introduced, who completed their probation successfully.

Role Differentiation: Head of Zone vs Head of Region

Head of Zone (HZBD) = Execution & coverage owner
Head of Region (HoRBD) = Governance, revenue & external authority owner

They are not parallel roles.
The Head of Zone reports to the Head of Region.

Core Responsibility Split

Head of Zone (HZBD) — “Make it happen on the ground”

Ensures every district is covered
Builds and runs district-level field teams
Owns field execution quality
Ensures correct student eligibility
Produces reliable, clean field outcomes

Head of Region (HoRBD) — “Own the region’s outcomes & credibility”

Owns regional revenue
Authorizes who can officially enroll students
Ensures policy, compliance, and governance
Manages public relations and institutional credibility

Holds Zonal Heads accountable for performance

Detailed Role Differentiation (Zero Overlap)

1. Coverage & Network Responsibility

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
District coverage	Ensures 100% district coverage via BDEs/SEs	Reviews & approves zonal coverage readiness
Field presence	Direct, continuous, hands-on	Strategic, tactical policy and process creation.
Execution ownership	Yes (primary owner)	Mentoring, review & governance

2. Licensing vs Authorization (Critical Distinction)

This is the most important separation to avoid misuse of power

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
Mission Associate licensing	Driven via BDEs/SEs in districts	Policy oversight only
District & Sub District Enrollment Associate (EAs) authorization	❌ No authority	✅ Sole authority

📌 Rule:

Zonal heads create pipelines. Regional heads grant authority.

3. Team Leadership & Field Success

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
BDE/SE field success	Direct ownership	Indirect (through Zonal Heads)
Coaching & joint fieldwork	Yes	No
Zonal head performance	❌	✅
Hiring of Zonal Heads	❌	✅

4. Student Eligibility & Quality Control

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
Eligibility testing quality	Directly accountable	Reviews escalations & audits
Mis-selling prevention	First line of control	Final disciplinary authority
Field audits	Conducts	Reviews outcomes

📌 Rule:

Zone ensures quality. Region enforces consequences.

5. Revenue Ownership

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
District-level productivity	Drives	Reviews
Zonal revenue aggregation	Supports	Owns
Regional revenue target	❌	✅

6. Public Relations & External Representation

Area	Head of Zone (HZBD)	Head of Region (HoRBD)
Local operational interactions	Yes	Limited
Media / institutional PR	❌	✅
Government / large stakeholders	❌	✅
Brand authority	Execution-level	Regional authority

Responsibility Summary Table

Feature	Head of Zone	Head of Region
Primary focus	District execution & coverage	Governance & regional outcomes
Reports to	Head of Region	National leadership
Owns field teams	BDEs / SEs	Zonal Heads
Licenses Mission Associates	✅	Policy oversight
Authorizes sole enrollment agency	❌	✅
Student eligibility quality	✅	Audit & enforcement
Enrollment Revenue ownership	❌	✅
Licensing Revenue ownership	Yes	Audit & enforcement
Public relations	❌	✅

The situation: https://plarp.iok.education/
The product-1: https://iok.education/What-is-an-IoK-Enrollment-License
ICP-1 रामावतार जी Ideal Customer Profile: Direct Selling Agent (LMA): Licensed Mission Associate (LMA) https://iok.education/Prospective-Mission-Associate-MA
ICP-2 मृत्युंजय the स्टूडेंट: https://iok.education/node/260
ICP-3 कौस्तुभ the BDE (District Business Development executive): https://iok.education/bdeC
Overview of your sales leader ओंकार: HoZBD (Head of Zonal Business Development) https://iok.education/HoZBD
Application process : https://iok.education/node/106
Testimonial: https://iok.education/Testimonial

केशव - HoRBD (Head of Regional Business Development)
ओंकार - HoZBD (Head of Zonal Business Development)
कौस्तुभ - BDE (District Business Development executive)
रामावतार जी - Licensed Mission Associate (LMA)
मृत्युंजय - स्टूडेंट

Making longer Healthspan - everybody's priority. Together we erase orphanhood forever

What is the role differentiation between head of Zone & head of Region?