By Jessica Stevenson, Account Executive – MySalesResults
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.
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 is the first article in a 4 part series where I will be presenting the results of this in-depth insurance industry research project and below are the conclusions of each sub-topic along with the questions I asked:
Conclusions: Sales people need to be sales people, but they also need to fit into your culture.
Sales People | Sales Management: Recruiting | Hiring – pt 2 of 4
Where – Where are you finding your best sales people?
Characteristics – What characteristics do your best sales people possess?
Interview Process – What is your interview & hiring process?
Testing – What type of testing programs do you use to determine traits, qualifications & unique abilities?
Conclusions: Continual education and business acumen in any profession is necessary for success. A good mentoring program is the best type of training for a new sales person.
Sales People | Sales Management: Training | Mentoring – pt 3 of 4
Internal – What type of internal process do you have to teach your new sales people in-house systems procedures as well as your culture and how the rest of the team contributes to the overall big picture?
Mentoring – What have you found to be the most effective mentoring program?
Carrier – What type of training do your new sales people participate in on the carrier side?
Outside Sales – What outside sales consultants do you use for new sales training as well as continued training?
Conclusions: If you don’t have goals, how can you exceed them? Sales people who are “maintaining” and not “selling are not sales people, they are account managers.
Sales People| Sales Management: Accountability | Motivation – pt 4 of 4
Goals – What are the goals & minimum expectations set for your sales people?
Measurement – What do you use to measure and track goals in order to hold your sales people accountable?
Meetings – What is your sales meeting structure?
Compensation – What type of compensation plan do you use to ensure your sales people continually exceed minimum expectations for both new business & overall growth?
The results of the research are very exciting. The group of agencies researched ranged in size from a small 6 employee agency to a large 100+ employee agency and everywhere in between.
Stay tuned for the articles in the upcoming months where I will be covering each of the sub areas in more detail. Thank you again to all of the agencies that participated in this project.