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Every agency we talk to is (and should be) focused on how to drive growth. "Organic" is not just a type of milk or eggs, it's now the focal point of most discussions with insurance agencies; they want to know how to drive more "organic" growth! For many years, there was a belief that agencies should staff dedicated sales managers to drive growth. At a minimum, the myth held that the sales lead shouldn't have an active book of business. In a study recently conducted by Reagan Consulting (Atlanta, GA), some interesting statistics reflect that may shed new light on this historical belief. If you have not already reviewed the study, we strongly recommend it as a very important read for every agency owner and executive.

Dedicated sales manager or not, the study confirmed that one of the most important elements to realizing "organic growth" is ACCOUNTABILITY! Hmm... the old adage, "what gets watched gets worked" comes to mind or even “you can’t manage what you don’t’ measure”. There will always be clever ways to do things and even more efficient methods and practices to help us get things accomplished. The fact remains, if you want results you must first set clear and reasonable goals, manage and coach to these goals, and create an environment that motivates your sales team!

We welcome your experiences and thoughts regarding Sales Leadership!
Posted 11:03 AM

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