Dynamics of Sales Management

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$495.00
Available
Seats Available
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Instruction Hours 16
Topics Dynamics of Sales Management
Programs Dynamics
Start Date Feb 18, 2020
End Date Feb 19, 2020
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.

Maple Grove, MN
February 18-19, 2020
7:30 AM Registration
MN Insurance Agents & Brokers
15490 101st Avenue North
Maple Grove, MN 55369
763-235-6460
Cambria Suites 9655 Grove Circle North Maple Grove, MN 55369 763-595-5556 Room Block under MN Independent Insurance Agents

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

Joan Sansing

Bio Detail

Joan Sansing is President of Sansing Consulting, Inc. In addition to being a top producer within the industry, Joan has been the National Sales Manager with Wells Fargo Insurance Services, Senior Vice President at Tanenbaum Harber of Florida and Senior Vice President at CBIZ. Following duty as a Signal Corps officer in the U.S. Army, Joan began her career with Liberty Mutual as a Commercial Lines Producer in the late 1970s, where she attained recognition in the Top Producers and Liberty Leaders Clubs. She joined the independent agency system in 1983 as a commercial lines producer, and over the next ten years became an agency owner, principal, and sales manager. She has served as the agency management consultant to the Independent Insurance Agents of America, the Education Chairman for the Independent Insurance Agents of Maryland, and as Associate Director for The National Alliance Research Academy in Austin, Texas. She earned her CIC designation in 1990. In 1989, she received the President's Award for Outstanding Achievement in Education. Joan graduated Summa Cum Laude from the University of Maryland with a degree in Finance. She also graduated from Wharton's Advanced Degree Program on Insurance Studies.

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.