HR and Staffing

Years ago, people retired from their first job after 30–40 years of service. In stark contrast, the newest generation has a reputation for job hopping—often with good reason.

What’s the key to effective sales feedback and better producer performance? Follow these four steps to ensure a new kind of evaluation conversation with your sales staff.

Great leaders expect excellence and hold people accountable. In the end, clear understanding improves performance.

Want to increase agency referrals? The first step is understanding why clients refer you to their friends and family.

Many issues can prevent mediocre performers from becoming all-stars. But one of the most common is failing to anticipate what will happen next. Are your salespeople rising to the occasion?

Employee engagement begins with leaders showing they value their people and are willing to spend time and resources on helping them capitalize on their strengths.

Everything you do to build your self-esteem also builds your self-confidence—and that translates into better selling.

The working style of millennials is notably different from that of previous generations. Play to their strengths to increase productivity.

Are you tolerating underperformance from your salespeople? Assessing whether a sales rep is or could be delivering results is fairly straightforward—it’s a math problem.

If producers and CSRs don’t know how to use a carrier’s website, independent agents are representing fewer companies than they think are—and offering fewer options to their clients as a result.