The Rightful Act and Duty of an Retail Insurance Manager

[roycheong1031]

Hi All:

Just got promoted to be an Retail Insurance Manager. Have three ppl. under me and needs to boost up Personal Line book of business in our agency in the coming year. The hard part is that all three of them doesn't have any motivation for sales and merely just enjoy doing their office adm. rather than sales everyday.

Any suggestion would be appreciate.

[Big Dog]

Has this been part of their job description in the past? If their primary job duties are to handle/administer the current book of business, then "selling may not come naturally to them.

One tactic is to threaten them with their jobs, but that usually doesn't produce the desired results.

Another would be to provide them with the training so that they acquire the needed skills in order to properly sell the right coverages to the clients. Mix that in with a production incentive that has realistic goals.

[Brand]

Mix that in with a production incentive that has realistic goals.

That's the key. If compensation stays unrelated to performance you're probably going to get more of the same.