Your Agent's Success

In the insurance industry, sales managers are only as successful as their agents. One way managers can contribute to their agents' success is to plan with them: one Allstate Insurance Co. manager conducts a one- to 2-hour goal-setting session with each agent in January. In these sessions, the k...

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Bibliographic Details
Published inManager's magazine Vol. 66; no. 9; p. 21
Main Author Rosenstock, Steve
Format Journal Article
LanguageEnglish
Published Farmington LIMRA International 01.09.1991
Subjects
Case studies
Goal setting
Insurance agencies
Insurance agents & brokers
Insurance industry
Motivation
Recommendations
Success
US
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Summary:In the insurance industry, sales managers are only as successful as their agents. One way managers can contribute to their agents' success is to plan with them: one Allstate Insurance Co. manager conducts a one- to 2-hour goal-setting session with each agent in January. In these sessions, the key is to let the agents do most of the talking. Time management seminars are then held to show agents how to make time and better utilize their selling hours. The manager always has something positive to say when he visits his sales locations. Dividing agents into teams has a motivating effect; peer pressure can be many times more effective than anything the manager can do or say. Because managers set the tone and atmosphere for a positive work environment, they should be highly motivated and display a positive attitude.
ISSN:0025-1968