accelerate your sales performance

Transcription

1 accelerate your sales performance

2 The PEAK Producer Program The PEAK Producer Program ASG s PEAK Producer Program is a comprehensive, salesfocused recruiting, training, and support program designed to accelerate your agency s performance on three levels; finding new talent, improving the talent you already have, and providing the right tools and processes to accelerate your agency s success now and in the future. Strong producers are made, not born. Agency Services Group, a consulting and solutions firm dedicated to helping independent agencies maintain their independence, respects the nurturing of leadership, life-affirmation and resourceful profitability that only independent decision-making provides. The PEAK Producer Program is a tested, effective package of sales training and producer-building modules that focus on three key areas that collectively build the effectiveness of your sales staff, drive the sales culture of your agency, and lead your organization toward sustainable organic growth. The three key focus areas of the PEAK Performance Program are: Attracting a new generation of sales professionals to your agency Energizing and imparting insurance knowledge and consultative sales skills to both new and established producers Supporting every aspect of your agency with the right tools to cultivate strong producers, and a thriving sales culture which leads to sustained growth Up to 18 Months of Peak Performance Training From day one, your recruiting and development effort embarks on a rigorous, organized, and fully supported climb from where your agency is today, to where you want to be in 18 (or fewer) months. Agency Services Group will meet with you and your agency s leadership to create a Recruitment Profile that will enable you to select the perfect candidates for the positions available. We will continue to work with you as we attract, screen and interview candidates, providing industry and human resource insights that will help you make the best choices. The SOAR Agency Program Designed eclusively for independent agencies, the S.O.A.R. (Sales Orientation. Achieve Results.) Program module helps your business ascend to the net level. An agency-wide program, S.O.A.R. coaches begin with an etensive and holistic agency assessment followed up by a strategic sales map to help eecute a dynamic sales culture necessary for sustainable growth.

3 Program Elements Recruiting Competent Candidate Screening Technical Courses Up to five (5) Goal Setting Monthly P.O.D.S. (teleconference) 12 Account-Landing Coaching Sessions Up to si (6) Pipeline Management Software Coverage Analysis Software Live Sales Conference Management Accountability Prospecting Webinars Eclusive On-Site One Day Training Complimentary registration to one (1) live Sales Conference New Producer Drawing on years of knowledge and understanding of the criteria that drive successful producers, we work with you to create the Recruitment Profile that s a perfect fit for your company, then help you attract the best candidates. Once hiring has taken place, we continue to develop your new talent with skills that will contribute to the agency s success. Developing strong sales habits and behaviors Teaching basic technical insurance knowledge Coaching creative prospecting and appointment setting skills All sales professionals seeking a dynamic and successful career in commercial insurance sales.

4 Program Elements Recruiting Competent Candidate Screening Technical courses Goal Setting Monthly P.O.D.S. (teleconference) 12 Account-Landing Coaching Sessions Up to four (4) Pipeline Management Software Coverage Analysis Software Live Sales Conference Management Accountability Prospecting Webinars Eclusive On-Site One Day Training Complimentary registration to one (1) live Sales Conference Producer Development Using a coaching environment, this course provides eperienced producers with key insights and techniques to becoming the most successful producers in the industry. Beginning with an orientation and goal setting session, additional tools such as participation in 12 monthly peer pods are included along with prospecting webinars and one live Sales Conference, a Pipeline Management Software license and a Coverage Analysis Software license. Insights and techniques that will enable the producer to double their book of business within 36 months Skills and behaviors to overcome common obstacles and challenges encountered during the client acquisition process This module helps producers with a minimum of two years eperience and a book of business from $200k to $750k ascend to the net level.

5 Sales Training Held at convenient locations for easy travel, this bi-annual two-day sales workout shakes out the cobwebs and replaces them with up-to-the-minute sales tools and methods. Designed for all levels of eperience, producers will enhance their business production and account retention techniques. A separate forum is offered to sales managers who want to transform their management skills into leadership skills. Winning strategies for a million dollar book of business Creative prospecting Using price to your advantage Creating value in the proposal Technologies that take goal setting aspirations to proven results Interactive case study role playing Social networking Note that training locations vary. Any Producer or Sales Manager who desires to enhance their effectiveness Note that training locations vary.

6 SOAR Initiative Beginning with an etensive on-site assessment of your agency, our coaches take your agency through the fundamentals of developing and communicating a growth vision for your business, including leadership, new opportunities and sales contrast and how to effectively eecute these areas. Your program concludes with an actual Strategic Sales Map, to accelerate rapid and sustainable growth. Develop and communicate a growth vision Hire and validate new producers Motivate your production force Create capacity Grow with ideal clients Consistently develop new ideal client opportunities Define and manage a robust pipeline Eliminate low percentage opportunities Contrast and differentiate from your competition Manage and monitor progress The Agency Leadership Team.

7 Program Elements Recruiting Competent Candidate Screening Technical Courses Goal Setting Monthly P.O.D.S. (teleconference) Account-Landing Coaching Sessions Pipeline Management Software Coverage Analysis Software Live Sales Conference Management Accountability Prospecting Webinars Eclusive On-Site One Day Training All Producers Eclusive Unlimited Available Available Agency Sales Development This agency-wide development module dynamically focuses your entire organization on boosting sales and sustaining constant growth. Beginning with a one-day sales conference on site, followed by eclusive monthly P.O.D. sessions, three additional quarterly onsite training and management sessions, unlimited account landing sessions, prospecting webinars and more, your team s success will soar. Skills and behaviors proven to be effective in overcoming obstacles and challenges Forging together a shared ideology that will enable your team and agency to support and mentor each other for many years to come Insights and techniques that will drive your re-energized sales force Any agency that desires a dynamic sales culture based on practical and sustainable sales behaviors.

8 Agency Sales Training If your agency competency level equals or surpasses Agency Sales Development, then you are ready for this advanced program which sharpens your focus to drive profits even higher. A one-day sales conference is held on site with our eperienced sales coaches delivering innovative and creative approaches to closing the deal, allowing each agency member to scale new heights of sales success. can include Overcoming obstacles that prevent Million Dollar Books - the fundamentals that can impact growth for the entire life cycle of a producer s career Creative Prospecting developing unconventional and successful prospecting methods all while learning how to manage time more efficiently Consultative Selling Using Price to Your Advantage A step by step process that demonstrates how to transition the discussion from price to value and includes an actual proposal format In addition, program topics can be customized to agency needs Note locations and topics may vary. Any agency that desires a dynamic sales culture based on practical and sustainable sales behaviors.

9 Program Elements Recruiting Competent Candidate Screening Technical Courses Goal Setting Monthly P.O.D.S. (teleconference) Account-Landing Coaching Sessions Pipeline Management Software Coverage Analysis Software Live Sales Conference Management Accountability Prospecting Webinars Eclusive On-Site One Day Training All Producers Unlimited Available Available Sales Management This module serves agencies that either do not have a full-time sales manager or that have decided to dramatically accelerate their sales culture. The module begins with a two-day intensive onsite orientation with your sales team. Continuous coaching includes monthly on-site sales meetings, unlimited account-landing coaching sessions, prospecting webinars, a one-day sales conference, and a management accountability seminar are all included. Accountability for pipeline management and appointment setting Skills and behaviors to overcome the most common obstacles and challenges How to eliminate the five producer growth bottlenecks Powerful tools to set and manage epectations Any agency without a designated full-time sales manager.

10 PEAK Program SOAR Program New Producer Producer Development Sales Training SOAR Initiative Agency Sales Development Agency Sales Training Sales Management Recruiting Competent Candidate Screening Technical Courses Up to 5 Goal Setting All producers All producers Monthly P.O.D.S. (teleconference) Eclusive Account-Landing Coaching Sessions Up to 6 Up to 4 Unlimited Unlimited Pipeline Management Software Available Available Coverage Analysis Software Available Available Live Sales Conference Two Day Management Accountability Prospecting Webinars Eclusive on-site one day training (half-day analysis) Candidates Sales Professionals Eperienced Producers Producer or Sales Manager Agency Leaders Agencies seeking growth Agencies seeking dynamic sales culture Agencies without a full-time Sales Manager

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