Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin Lamont, CIC, CRM.
A NEW YEAR is just around the corner, time to ask yourself: What are your 2006 production goals? Are they in writing and measurable, or are they vague and unplanned? Have you even bothered to set sales goals, or are you just going to wing it?
What's your 2006 personal marketing plan? Have you thought about cold calling and prospecting strategies? What's your plan for referral generation? Have you targeted trade associations, centers of influence or opportunities to position yourself as an insurance expert? How are you going to find new prospects?
Do you know your numbers? What's your average account size? Where does your working time go? How much time do you spend in sales, service or other agency activities? Do any of these numbers need to change?
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