The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key

The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key

Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett, CIC, AAI. In preparing for the 12% to 15% decline in revenue that's been widely predicted in the coming year,

Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett, CIC, AAI. In preparing for the 12% to 15% decline in revenue that's been widely predicted in the coming year,

("Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Thomas Barrett.)WITH A softening market leading to declining premiums, your agency might be 10% to 15% smaller than it was

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. AS MANY agencies begin dealing with a softening market, they focus on keeping their annual written premium at its

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. A FEW weeks ago, a vice president of a large agency in New England called me to ask for help with her "wacko marketing

INSURANCE agencies face a host of important questions right now in the face of a softening market. In any market, questions of fair compensation for producers and CSRs are near the top of the list. We recently had an extended conversation about