Sales Skills Sales cycle: describe the duration, pricing process and decision-makers involved. Quality of results: actual vs. quotas; sales contest/awards won; your rank in sales staff? Prospecting experience: # of calls per day/week; # of appointments per week? Tell me about your most significant sales accomplishment. How would you approach the initial prospecting challenge to… Continue Reading
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10 Questions You Must Answer Before Your Agency Hires a New Producer
When I take on a client for a new producer recruiting engagement, I look for the three critical elements: cooperation, marketability (not only the producer position – also the firm and the hiring manager), and a sense of urgency. I use a checklist of questions to make sure that an agency meets our standards for… Continue Reading
CIB Rainmaker Interview: Andrew Meinster
Introduction: Andrew Meinster was referred to CIB by a former State Farm colleague. He lacked the prototypical CIB candidate’s B2B sales background. My first interview notes about Andrew: “a bit immature but could be a value hire”. Nottingham Insurance took a calculated risk on Andrew as a new commercial producer hire in 2014 and he… Continue Reading
Maybe Your Job Ad… is Crap
Unhappy with the results from your job ad? Getting no candidates? Or a flurry of misfit candidates? First, make sure that your company and job opening are attractive. (A great ad will NOT overcome an unattractive company or job.) Then, audit your ad copy. Chances are that your ad is…crap. More of a job description… Continue Reading
CIB Rainmaker Interview: Felicia Lewis-Thorpe
Introduction: Felicia Lewis-Thorpe was selling major accounts for ADP when CIB recruited her in 2014 to become a Commercial P&C producer with AHT Insurance in Leesburg, VA. Now a Vice President with AHT, her clientele is predominantly focused on government consulting and technology companies. Q: Thinking back to your transition from sales outside of insurance,… Continue Reading