For most agencies, the cornerstone goal in 2017 is likelynew business written, allocated byproducer.
“In 2017 we'ill grow 15 percent; each producer will write $125k+in new business.”
Seems like a logical place to focus, right? Not so fast.
First, there is no sense of urgency.
Next, because the goal set has no real basis, nobody believes init.
Because nobody believes in it, there's no accountability orconsequences when it isn't hit.
As a result, the goal is nothing more than a suggestion.
The root problem with this approach is that it pays littleattention to the activities that lead to new sales. To improve odds for success, makeyour primary focus the activity that allows the final goal to beachieved.
Sales isn't the job
Any good salesperson can close. The difference between goodsales people and great ones is the ability to open doors. Withenough quality (ideal) leads, sales numbers take care ofthemselves.
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