Dynamics of Sales Management

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$495.00
Available
Seats Available
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Instruction Hours 20
Topics Dynamics of Sales Management
Programs Dynamics
Start Date Nov 06, 2019
End Date Nov 08, 2019
Hotel Desc Reserve Hotel
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.

Napa, CA
November 6-8, 2019
7:30 AM Registration
Napa Valley Marriott
3425 Solano Ave.
Napa, CA 94558
707-253-8600
Standard Single 239 Cutoff 10/04/2019
Standard Double 239 Cutoff 10/04/2019
Self-parking and guest room internet access is complimentary.

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

Diane Masterson

Bio Detail

Diane has 40 years of experience in the insurance industry. While in college, she started selling and servicing personal insurance through a direct writer. She then switched her focus to the independent carrier side. From there, the vast majority of her career has been spent in positions of underwriting, district sales management, supervision as well as corporate training in insurance contracts, sales, and management practices. Diane is the co-developer of the PaceSetter program at State Auto Insurance and has personally coached more than 1,000 new producers for more than 22 years. She began teaching as a faculty member for the National Alliance for Insurance Education & Research in 2013 where she lectures all over the country. Some of her classes include: sales management, carrier/agency relations, Ruble MEGA's, and will be expanding into CIC. Diane is currently an advisor to the business school within Columbus State Community College and has previously served as President of the Columbus CPCU chapter.

Faculty Name

Jeffrey Wodicka

Bio Detail

Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in the state of New York. During his forty years in the insurance industry, Jeff has served in functions ranging from company marketing underwriter, to agency office manager, agency key producer, agency sales manager, agency chairman and CEO. This background and understanding is highly unusual among traditional academic consultants. Jeff's continued operation as Chairman/CEO of Casswood Insurance Agency, a highly successful independent agency with offices in both New York and California, makes him one of the few nationally recognized instructors, lecturers, and consultants with current "hands on" agency experience. His primary function is to manage the sales process and to serve as sales manager for the production team within the agency. He also continues to sell and manage a substantial personal book of business. A nationally recognized authority in many aspects of business management, he takes pride in his ability to take the mystique away from seemingly complicated material allowing him to deliver a powerful message to participants. While knowledgeable in many areas, his acknowledged areas of expertise include: all aspects of producer development, including compensation, contracting, goal setting, hiring, motivation, individual sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing. Jeff is proud to have served as a member of the Board of Governors for the Society of Certified Insurance Counselors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff has instructed for carriers and associations in nearly every state in the nation. In addition to his agency responsibilities, Jeff also acts as National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas. In this capacity, Jeff oversees the ongoing development of the faculty and curricula for The Dynamics Sales Training programs: Dynamics of Selling, Dynamics of Sales Management, and Dynamics of Agency/Company Relationships. Jeff has authored much of the curricula for all of these programs.