HIRING THE RIGHT PRODUCER ...

HOW TO HIRE A PRODUCER by Peggy Mika Agency principals must define positions when they set out to hire new producers. Are producers expected to bring in new business, service or round existing accou...

HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...

HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

IF I IGNORE IT, IT WILL GO AWAY by Pegi Flahault A young agent, the son of an agency owner, once said the problem with most agency principals is that theyre salespeople, and salespeople ha...

INFLUENTIAL PERSONALITIES: HOW YOU INFLUENCE THOSE AROUND YOU by Steve Anderson The amount of influence you have refers to how well you are able to convince others to accept your point of...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

To succeed in today’s selling environment, you’ll need to think out of the box.
There’s one revolution no one wants to think about, let alone discuss. It’s what’s happening to selling. Although the Internet has a profound effect on sales, it isn’t the only challenge facing salespeople. In fact, the Internet might only be the tip of the iceberg.