Search
 

Strictly Sales: As markets start to soften, review the sales basics

Strictly Sales" is written by the faculty of the Dynamics of Selling Program. This month's column is from Edwin L. Lamont. THE HARD market is history. If you kept your book of business intact, congratulations! I hope you enjoyed your raise. You

By Harmony Nicole Fortenberry | Updated on July 31, 2004

Strictly Sales” is written by the faculty of the Dynamics of Selling Program. This month’s column is from Edwin L. Lamont.

THE HARD market is history. If you kept your book of business intact, congratulations! I hope you enjoyed your raise. You earned every penny of it.

How much new business did you write during the hard market? What percentage of last year’s commission came from new accounts? If little of your revenue growth came from new clients during the last few years, it’s time to rediscover and reinforce sales basics.

Want to continue reading?
Become a Free
PropertyCasualty360 Digital Reader.

INCLUDED IN A DIGITAL MEMBERSHIP:

  • All PropertyCasualty360.com news coverage, best practices, and in-depth analysis.
  • Educational webcasts, resources from industry leaders, and informative newsletters.
  • Other award-winning websites including BenefitsPRO.com and ThinkAdvisor.com.

Already have an account?

NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.

Recommended Stories

PropertyCasualty360

Join PropertyCasualty360

Don’t miss crucial news and insights you need to make informed decisions for your P&C insurance business. Join PropertyCasualty360.com now!

  • Unlimited access to PropertyCasualty360.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including BenefitsPRO.com, ThinkAdvisor.com and Law.com
  • Exclusive discounts on PropertyCasualty360, National Underwriter, Claims and ALM events

Already have an account? Sign In Now
Join PropertyCasualty360

Copyright © 2024 ALM Global, LLC. All Rights Reserved.