Sales & Growth
Increasing Organic Growth in Your Agency (90 minutes)
Speaker: Sharon Cunningham
In this session, you will learn how the agencies have changed their approach to sales and are achieving strong organic growth in a soft market. Sharon Cunningham will present a national picture of industry sales practices with practical examples for all size agencies.
- Statistics of Top Performing Agencies and Producers
- Why Some Agencies Achieve Growth in any Market
- Sales Practices of High Growth Agencies
How Growth-Oriented Agencies Compensate their Employees
Speaker: Sharon Cunningham (90 minutes)
Growth oriented agencies understand that all employees should be rewarded for agency results. In this session, you will learn how agency employees are motivated and rewarded for their contribution to the agency's success. Sharon will also review the results of BMG's national compensation surveys.
- Trends in Producer Compensation, Perks, and Incentives
- How Agency Sales Managers are Paid and Rewarded
- Compensating Managers and Service Staff for Growth
What High Performing Sales Managers Do (90 minutes)
Speaker: Sharon Cunningham
Whether you are the agency's sales manager or are managing yourself, using and monitoring a sales system can make you more effective. Learn what high growth agencies use planning and what they do to maximize their producers' time and help them to close more sales.
- Developing Useful Sales Systems
- Effective Sales Planning and Key Sales Ratios
- Managing and Monitoring Results
Sales Techniques for Top Producers (90 minutes)
Speaker: Sharon Cunningham
Top producers have developed the sales skills and the approach which helps them differentiate themselves. In both prospecting and making a sale, they are seen as trusted advisors. In this session, producers will learn what skills and techniques are critical to generating referrals, targeting the right prospects, and qualifying potential buyers.
- Sales Approach and Key Sales Skills of Top Producers
- Prospecting Techniques
- Promoting and Marketing Yourself