Sales_Managers

Our Mission

To provide professional,
high quality outsourced
sales management,
mentoring, and coaching to
all levels of sales
professionals within the
insurance distribution
system

oes your agency have a full time Sales Manager? If so consider yourself

lucky.

t a recent

sales management seminar for independent

agencies

hen the instructor asked how many agencies represented in

the room

had a full time sales manager, fewer than 5% of the hands went

up. When

asked how many had part time sales managers only about 50%

of the

hands went up. The fact is that fewer than 20% of all agencies doing

business in the United States have full time s

es managers. What's

worse is most agency sales mangers have little or no sales management

experience. Many came to their positions by default.

Often times agencies

will promote their best producer to the sales manager position either on a

full time or part time basis. Another common solution is to put an already

busy agency principal in charge of the sales function. Sadly, all too often,

these folks struggle in their role as sales manager

, not for lack of effort or

lack of desire but simply for lack of sales management skills. The skills

that make an effective sales person are not the same skills needed to be

an effective sales manager. To be sure an effective sales manager must

know how to sell and understand the selling process but it requires much

more than that. An effective sales manager must:

Establish a strong “Nothing Starts Until You Make a Sale” culture
within the agency.
Instill an effective sales regimen that communicates the manager’s
vision and the agency’s value proposition for customers clearly.
Work with producers to set personal sales agendas with attainable
goals and objectives.
Mentor producers consistently, instilling such success-oriented
disciplines as time management, the creation of a “makes sense”
prospecting game book, management of their sales pipeline, and
the creation of agency value with customers.
Work with salespeople to ensure effective and consistent
application of these techniques.
Interface with producers and agency principals to create a positive
sales stimulus within the agency.
Hold producers accountable for results with impartiality.