Articles

Sales People | Sales Management – pt 4 of 4: Accountability and Motivation

This is the final article in a 4 part series where I will be presenting the results of an in-depth insurance industry research project. As a part of the research, I interviewed several of the industry’s top agency sales managers to find out everything I could about what makes a great sales person and how to effectively manage sales teams. This post focuses on accountability and motivation. ...
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Sales People | Sales Management – pt 3 of 4: Training and Mentoring

This is the third article in a 4 part series where I will be presenting the results of an in-depth insurance industry research project. As a part of the research, I interviewed several of the industry’s top agency sales managers to find out everything I could about what makes a great sales person and how to effectively manage sales teams. This post focuses on training and mentoring. ...
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Sales People | Sales Management – pt 2 of 4: Recruiting and Hiring

This is the second article in a 4 part series where I will be presenting the results of an in-depth insurance industry research project. As a part of the research, I interviewed several of the industry’s top agency sales managers to find out everything I could about what makes a great sales person and how to effectively manage sales teams. This post focuses on recruiting and hiring. ...
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Sales People | Sales Management – pt 1 of 4

Finding, motivating, and retaining top producer talent is considered a high priority for agencies. Getting the most out of producers is even more apparent in the current market, leading me to research what traits make a successful producer and what training and motivational techniques managers can practice to contribute to that success. ...
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Inside the Tool Box

Agents turn to technology to boost sales. ...
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The Exceptional Producer

The 80-20 rule proves itself all the time. Not surprisingly, its presence is evident as we look at the difference between good producers and those who are exceptional. ...
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A Discussion of Agency Website and Social Media “Best Practices”

A group of 18-20 Internet savvy agent, carrier and vendor executives gathered at the latest ACT meeting to discuss their experiences and lessons with their websites and uses of social media. What emerged was a consensus on several “best practice” tips for using these online tools, which will be helpful to additional agencies as they seek to build their online presence and brand. ...
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