Business-to-Business (B2B) sales reps are frustrated with bad compensation plans. Income caps. How does that ever make sense for a salesperson? Confusing and complicated incentive plans. Reps unsure what they’re earning. Ever-changing, black-box formulas. Worst of all: little or no residual commissions. This last offense – a company not sharing recurring revenue with the sales… Continue Reading
Blog
Is Glassdoor Hurting or Helping You?
Glassdoor published its fresh list of Best Places to Work based on employee reviews. Glassdoor.com is a Yelp of sorts for employees to review their employers. It showcases anonymous employee reviews and ratings. Big companies and hot start-ups orchestrate inclusion on these “Best Places to Work” lists. They hire reputation management firms to help manage… Continue Reading
Your Sales Territory? You Decide
We recruit business-to-business (B2B) sales professionals into careers with our clients, the country’s top commercial insurance brokers. A common question B2B sales people ask: “What will be my assigned territory?” The universal answer is “Wherever you can go – within reason – to find a client. There are no assigned territories. You decide.” Our clients… Continue Reading
Happy Season of Excuses
Here we go again. Thanksgiving. Hannukah. Christmas. Kwanzaa. New Years’ Eve. New Year’s Day. January 1 – the Super Bowl of insurance expiration dates. These next 6 weeks are the “season of excuses”. When client hiring managers crawl into the fetal position. Refuse to meet with new producer candidates. Balk at moving candidate to offer… Continue Reading
What To Do After Your New Producer Starts
A prospective client asked me how to weigh the odds for success with a new producer hire. My answer: it’s ~50% WHO you hire and ~50% WHAT YOU DO after the hire that determines a successful outcome. Nature AND nurture. Maybe my percentages are off but my point is to avoid the following scenario. Agent/broker… Continue Reading