The world of benefits has changed. It used to be that those with the most discipline simply had an advantage over everyone else. Now, what was once an advantage has become a necessity for survival.
Unfortunately, one of the almost universal frustrations I hear from agencies is their lack of a disciplined sales culture.
As I talk to these agencies, I see two realities playing out. I see many struggling with a reality of a changed industry: their books of business are shrinking; they sense impending irrelevance; they're scared.
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