A couple of years ago I served as owner of a larger agency. We had 22 producers, all with varying degrees of revenue and ability.
The other four owners entrusted me to manage the sales team. As I looked at my arsenal, it became clear that I had two types of folks: Of the 22, seven accounted for the majority of the sales. These were the sales people who were running new appointments, showing a lot of activity—these were the “horses.”
The rest of the group was either new to the industry or at the end of their careers. These employees simply came into the office and just managed their books of business.
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