The difference between sales success and failure seldom has much to do with traditional selling skills like making presentations, overcoming objections, and closing, and more to do with time management, organizational and self-management skills. Most new producers have had little experience or training in controlling their most valuable commodity–their time. In the past, their parents, teachers, bosses and other superiors have told them what to do and when to do it. So when they are faced with truly being their own bosses for probably the first time, it's no wonder their failure rate is so high.
Most agency owners don't have the time or inclination to micromanage their new producers, who are often pretty much left alone to figure it out–until it's too late. Then, when the agency owner realizes what a liability the producer has become, termination is the “solution”–or the producer quits out of frustration or financial necessity. Industry statistics suggest this happens with two-thirds of all new producers.
Try this three-step approach to keep producers on track:
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