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 ...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

MONITORING RESULTS OF A TELEMARKETING DEPARTMENT Keeping track of your telemarketing efforts is important for many management reasons. By monitoring results, you can ascertain which of y...

REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...

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

THE TELEMARKETING CONCEPT Telemarketing separates the prospecting and sales functions in an insurance agency, leading producers more time to sell. Telemarketers spend the majority of the...

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

The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...