In a recent Eastbridge/BenefitsPRO survey, brokers were asked about their perception of current sales competition. The responses show that between 20 percent and 40 percent of brokers sense that competition is higher than average. We believe that is just the tip of the iceberg.

Other than an upheaval in business fundamentals, the level of competition for salespeople usually revolves around three variables: the number of other people trying to capture a given sales opportunity; the activity level of those people (the number of opportunities they can manage at a time); and how well-equipped they are to win.

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