Major League Baseball opening day! (Ignore any snow still on the ground.) We recruit Business-to-Business (B2B) salespeople into commercial insurance broker careers. We share a ton of information with a candidate. We want folks to enter this career with eyes wide open. We warn them about how hard the first year will be. That it’s… Continue Reading
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Are You Preparing Your New Producers to Fail?
Many commercial insurance agent/brokers prepare for a new producer to fail. Typical scenario: a new producer hire gets minimal on-boarding. Training = sending them to an insurance carrier’s new producer school. This is a hope strategy. You hope for the best to happen. As if your new producer will, through osmosis or natural sales animal… Continue Reading
3 Blunders to Avoid When Testing Sales People
From talking with several thousand salespeople, pre-employment psychometric testing is widely used in sales hiring practices across many industries. Curiously, hiring other professionals – for example, accountants, nurses, or lawyers – apparently doesn’t require personality testing – but you’re hiring a salesperson?! Time to roll out your favorite behavioral assessment profile just to be sure!… Continue Reading
5 Things Sales Candidates Do Differently Nowadays
Working with Business-to-Business (B2B) sales people and predominantly Millennials, candidate behaviors have emerged that are the new normal. Recruiters and hiring managers need to adapt. We need to accept candidates as they are and do; not as we want them to be and act. (Before I proceed, let me be clear: this is NOT another… Continue Reading
Smart Money Questions for New Producers
At The CIB Group, we recruit B2B (Business-to-Business) sales people. We help them explore becoming a commercial insurance broker (producer). They ask LOTS of money questions. (Often too early. Find out if it’s a great career move. If not, the money won’t matter.) Common Money Questions Typical money questions include: What’s the starting base salary?… Continue Reading