Let’s talk about what’s keeping you up at night."This agency is not growing and it’s because the producers aren’t selling. How do I motivate the sales team to sell."
You may need to ask and answer some difficult questions about the individuals you call producers and the team you call a sales team.
? Is each producer’s individual book of business profitable, including expenses associated with servicing the book as well as sales expense and compensation? If not, why not?
? Are you organized for growth? How much sales support do producers have, e.g., carrier marketing, proposal generation? How involved in renewal processing are the producers?
? Does technology support the sales process as well as customer service and accounting?
The answers to these questions may help you identify obstacles to sales. Also look at the culture of your agency. Is “sales” even a word you and your staff use? Is everyone in your agency on the “sales team?”
Take a critical look at your sales team. Identify changes that will get everyone working to increase sales, not just producers.