HR and Staffing

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.

Studies show that emotional intelligence (EQ) competencies often account for the difference between star performers and average performers, particularly in positions of leadership.

Why do top sales performers do what they do? Why do they eagerly pursue business that others neglect? Why do they pour so much into their client relationships? Why do the best salespeople close more efficiently and more effectively?

Do you know where your next sale will come from? Keep that question top of mind and apply key time management principles to your work every day—and your next sale won’t be that far out of reach.

The smartest thing an independent agency can do is recruit the brightest employees—and keep them by fostering education throughout their careers.

An energetic intern works the summer away at your independent agency. They help with social media, revamp your website and sit in on agency strategy sessions. By fall, they have received valuable career training and mentoring. And you receive…a lawsuit?

Statistics indicate that 42% of the time, someone “tipping off” an employer is the No. 1 way companies maintain ethics and prevent fraud. Most are amazed that the numbers are so high. But we often fail to realize that the person committing an ethical blun

Rainmaker producers: myth or reality? Agency owners and sales experts say they really do exist—and if your agency hasn’t found one, you’re looking the wrong places.