The Wedge Group  Struggles of Agency Principals 

This is for the sales managers and owners out there.  

After having had hundreds of hours of conversation with agency principals here's what I've found to be the biggest struggles to growth that they run into over and over again.

1. Motivating the bottom 80% of producers to sell. Clearly the top 20 are not the problem. So you have to spend a lot of time coaxing or baby- sitting non-productive producers.
2. Finding new producers that can and will sell in our environment and who will be successful. For most, finding good producers is at least a bit of a crap shoot.
3. Having the time to produce, manage and drive sales. Simply put - you're stretched for time and you can't do it all.

Do those match up for you? Are there others that you'd consider more important? Let me know your thoughts.