07
JAN
2016

ACTIVITY VS. SALES – PREDICTING PRODUCER SUCCESS

Sales iQ Activity vs Sales Which is the better predictor for producer success? Many agency principals and sales managers believe that compensation and commissions will motivate their producers. That’s true for those who are motivated solely by money. Many studies show that...
15
JAN
2014

THE IMPORTANCE OF SALES MEETINGS

Nothing, not one thing happens in this economy until a sale is made. No raw materials are ordered, not one engine starts, and no services are performed until an order has been placed. Strong sales are the single most important asset of any for-profit company.  New business is the...
23
MAY
2013

SHARKPROOF PART 3: INFLUENCE

Shark Proof The three I’s in Shark proofing are Insulation –Investment – Influence In the first two installments, we covered Insulation & Investment. Today I finish the series with Influence. As you remember, a ” Shark”  is what I call the kind of producer you don’t want...