HR and Staffing

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.

It’s February and the open enrollment season has wrapped up—but that doesn’t mean you should stop communicating with your clients.

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.

You have a great idea that can really change things for your agency. You understand it inside and out. Now, you just need your staff to comprehend it, care about it and commit to it.

Putting the right people at the helm has launched many high-profile, highly successful turnarounds, from Jack Welch in his early days at GE to Meg Whitman at eBay. But companies don’t have to fire the entire C-suite to put “new” leadership in place. It is

New business, higher commission. Not enough new business, see rates for renewals go down. Throw in some non-monetary perks. It seems straightforward. But the reality of producer compensation is different.