Dynamics of Sales Management

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$495.00
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Instruction Hours 16
Topics Dynamics of Sales Management
Programs Dynamics
Start Date Feb 19, 2019
End Date Feb 20, 2019
Learning Options Traditional Classroom

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Topics Covered:

  • Traits of today's successful sales manager- How to make decisions that have a direct, positive impact on your bottom line.
  • Agency culture - The ins and outs of creating and managing a team that's motivated - and that wins.
  • Selection and hiring - Recruitment, retention, hiring, and firing techniques that maximize your team's production.
  • Resolving contract and equity issues - How to create win-win situations out of employment and commission agreements.
  • Goal setting and monitoring - Proven ways to help your sales team break old habits and learn positive new ones.
  • Compensation strategies - Elements of a compensation plan, and how a successful plan is developed.
  • Managing the sales process - Strategies for evaluating your staff, driving an effective sales process, and ensuring great sales calls.

Get a fresh perspective on yourself as mentor, coach, friend, leader, and sales manager and learn to develop a sharp, productive, highly skilled sales force at Dynamics of Sales Management.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

Maple Grove, MN
February 19-20, 2019
7:30 AM Registration
MN Insurance Agents & Brokers
15490 101st Avenue North
Maple Grove, MN 55369
763-235-6460
Suggested accommodations at the Cambria Suites. Please ask for the MN IAB rate of $119. Hotel contact information - 9655 Grove Circle North, Maple Grove, MN 55369 763-494-5556. Parking is complimentary at the hotel and at the IAB of MN.

When it comes to insurance sales force performance, management expertise is a critically important factor. The Dynamics of Sales Management program is the way to acquire that expertise. This leading-edge, interactive course gives you knowledge that is simply not attainable elsewhere. With Dynamics of Sales Management behind you, you acquire the organizational skills, analytical prowess, and management insight to lead an insurance sales team to sustained success.

Sales management is one of the toughest jobs out there. And it's getting tougher all the time. Directing property and casualty insurance sales means you take on a great many tasks other than selling: attracting and retaining the right talent, training and developing new hires, creating territory sales plans. In this 20-hour program, you develop mastery over these crucial elements - and much, much more.

Topics Covered: Covered:

  • Traits of today's successful sales manager- How to make decisions that have a direct, positive impact on your bottom line.
  • Agency culture - The ins and outs of creating and managing a team that's motivated - and that wins.
  • Selection and hiring - Recruitment, retention, hiring, and firing techniques that maximize your team's production.
  • Resolving contract and equity issues - How to create win-win situations out of employment and commission agreements.
  • Goal setting and monitoring - Proven ways to help your sales team break old habits and learn positive new ones.
  • Compensation strategies - Elements of a compensation plan, and how a successful plan is developed.
  • Managing the sales process - Strategies for evaluating your staff, driving an effective sales process, and ensuring great sales calls.

Get a fresh perspective on yourself as mentor, coach, friend, leader, and sales manager and learn to develop a sharp, productive, highly skilled sales force at Dynamics of Sales Management.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

Faculty

Faculty Name

Thomas Barrett*

Bio Detail

Tom brings forty years' experience to SIAA and The National Alliance with expertise in a variety of areas. He has worked as agent and broker, program developer and manager, public speaker and seminar leader. He is also one of the leading National Faculty for the Dynamics series of Sales Training. His Sales Training client lists include over a dozen regional and mutual insurance carriers and twenty-five of the nation's top 100 insurance brokers.

Prior to SIAA Tom was Executive Vice President of a Chicago-based program administrator. In the firm's 25-year history, they developed more than 100 nationally endorsed association insurance programs and captives generating over $200 million in annual premiums. Tom also served as COO of one of the largest insurance marketing organizations of North America based in Los Angeles. During his tenure he traveled the US and Canada working with insurance agencies and brokers.

The first dozen years of his career were spent as a property and casualty insurance producer for two prominent insurance agencies in North Carolina. While a producer, Tom became a niche marketer and creator of specialty insurance programs, which led to him producing over $1 million commission income annually.

Under Tom's leadership the MidAmerica and Southeast regions of SIAA have gone from their origin in 1997 to over 2,300 agencies producing over $2.5 Billion in annual sales. In 2017 Tom's P&C gross personal revenues were $8.5 Million and under his leadership the region produced over $253 Million in gross revenue.

As an entrepreneur Tom is also involved in a number of interests outside the insurance industry including sales training, commercial & residential real estate, energy, and pharmaceuticals. Other interests include a number of venture capital & private equity investments.