COMPENSATING YOUR SALES CENTER COORDINATOR By Darren Clevenger One of the most critical factors that can make the difference between an average sales center coordinator and a great ...

CSR COMPENSATION MANUAL INTRODUCTION You've hired a new Customer Service Representative (CSR). He/she may not have technical insurance knowledge, but it doesn't...

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and stay with yo...

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

TELEMARKETER'S SKILLS

You might look toward four basic types of people when you're searching for prospective telemarketers:

Your own administrative or service employees
Professional salespeople
Experienced telemarketers
New employees who express an interest in telemarketing, but have little or no sales background

Before implementing a telemarketing campaign, several key issues need addressing to be sure your objectives are met.