All the headlines from our Sales Topic Page, ordered by recency.
Nov 18 2019 // The workforce is faced with a generation gap. Baby boomers are retiring at the rate of 10,000 per day. Generation X and millennials each have a smaller pool of people than baby boomers. Generation Z is now the largest...
Nov 4 2019 // Many agencies have a growth rate of 1% to 3%. They have an aging producer force, no systems to drive growth and no way out but to sell to an aggregator.In most cases, they have tried to hire new producers and have failed....
Aug 19 2019 // When it comes to business management, there are “best practices, “bad practices” and then there is “what works for the business at the time.”Every business has its unique characteristics due...
Aug 19 2019 // 1. Quality Sales Managers. Invest in a quality sales manager who knows how to motivate and guide members to their goals.2. Transcribe with AI. Otter.ai is a platform that allows — through the website or mobile app...
Aug 5 2019 // The Vertafore technology users network, NetVU, has named Linda Dodson as executive director. Dodson’s career has included work in an insurance agency and with agency carriers. She began her insurance career with Rand...
Jul 15 2019 // Sales are the lifeblood of any business. So, one would think that each company will have a well-thought-out sales strategy. The reality is that most insurance agencies have, at best, a general outline of a sales strategy....
Jul 10 2019 // Austin, TX, July 10, 2019 – Each year, a group of exceptional insurance professionals are chosen by The National Alliance for Insurance Education & Research to represent their states and compete to become the...
Jun 25 2019 // WELCH, West Virginia —The opioid epidemic that has so far killed half a million Americans is routinely blamed on greedy drug makers, feckless doctors and lax regulators. But there’s another group that has...
Jun 3 2019 // Most agencies are not run as businesses. Most are run as a lifestyle. Lifestyles are personal, so perpetuation is not possible. Only true businesses can achieve internal perpetuation. Size is not a factor either because...
May 20 2019 // Allianz Global Corporate & Specialty (AGCS) announced that Baptiste Ossena, global product leader of Hull and Marine Liabilities (HML), is assuming additional responsibility as the North American regional head of HML....
May 1 2019 // Fred C. Church Insurance, a Lowell, Mass.-based independent insurance agency, has named George H. Lucas as director of Business Development.In this role, Lucas will be responsible for the management and facilitation of the...
Apr 17 2019 // The Vertafore technology users network, NetVU, has named Linda Dodson as executive director.Dodson’s career has included work in an insurance agency and with agency carriers. She began her insurance career with Rand...
Apr 15 2019 // Young agents don’t always feel supported by their elder peers. They say training is sometimes lacking for newbies in the agency world. They don’t see enough diversity in leadership. And they continue to say...
Apr 15 2019 // The difference between where your agency is today and where it’ll be in five years is directly related to your ability to develop your sales team.If you can create a sales culture that helps your producers improve...
Apr 10 2019 // Agency technology firm Applied Systems said it has acquired TechCanary, an insurance customer relationship management (CRM) system built on the Salesforce.com platform.Terms were not disclosed. Applied Systems said...
Apr 10 2019 // Pressure was mounting on Johnson & Johnson and its signature Baby Powder.In 2006, an arm of the World Health Organization began classifying cosmetic talc such as Baby Powder as “possibly carcinogenic” when...
Mar 18 2019 // Nashville-based auto insurer The General has appointed veteran insurance executive Tony DeSantis to president and CEO, joining Chief Operating Officer Steve Tjugum as the company’s top leaders. Elicia Azali has been...
Mar 18 2019 // The single largest expense in an insurance agency is compensation. Salaries, commissions, payroll taxes and benefits usually total between 50 percent to 75 percent of revenue, with most firms having an expense ratio around...
Feb 27 2019 // Young agents want change. They want more diversity in the agency sales ranks. They want better paths to grow in their careers. They want other agents to adhere to professional standards and ethics. They want faster and...
Feb 18 2019 // Employee Satisfaction with Compensation on the RiseTotal compensation and salary adjustments on average fell slightly in independent insurance agencies responding to the 2019 Agency Salary Survey, but that trend has had...