Built from 33+ years of commercial insurance sales strategy by Randy Schwantz — now embedded into daily execution.
Built from 33+ years of commercial insurance sales strategy by Randy Schwantz — now embedded into daily execution.
Most commercial insurance agencies don’t have a sales system.
They have fragments.
What Most Agencies Have:
• Training buried in binders
• A CRM producers rarely use
• Meetings that review numbers but don’t coach behavior
• Hiring based on personality instead of process
That’s not an operating system.
It’s a collection of tools.
A Sales Operating System unifies:
Insurance producer training
Structured leadership development
Defined Insurance Sales Process
Hiring and onboarding infrastructure
Technology built for how insurance is actually sold
When these operate together, producers stop guessing.
Leaders stop improvising.
Growth becomes measurable and repeatable.
Three disciplines. One integrated system.
Commercial insurance agencies don’t struggle because they lack talent.
They struggle because they lack infrastructure.
You hire a producer.
You invest $200,000+ in salary, benefits, training, and lost opportunity.
Twenty-four months later, they leave — or stall.
The industry calls this normal.
It isn’t.
Most agencies hand new producers:
A desk
A carrier training manual
A CRM login
And hope
Hope is not a strategy.
Without a defined onboarding path, a structured insurance sales system, and ongoing coaching discipline, even talented producers fail.
The Wedge Group installs the infrastructure that validates producers faster — and protects your investment from the Rookie Graveyard.
Everything we build connects to the same objective:
helping commercial insurance agencies develop producers who actually produce.
The fully integrated Sales Operating System built for commercial insurance agencies.
Training, coaching, and technology unified.
A producer hiring and behavioral validation framework designed specifically for insurance agencies.
Live training event introducing the competitive differentiation methodology at the heart of the Wedge Sales Process.
Foundational frameworks including The Wedge, GRIT, and Agency Growth Machine.
Randy Schwantz has spent more than three decades reverse-engineering what separates top-performing commercial insurance producers from the rest of the industry.
The philosophy began in books.
Expanded into workshops.
Evolved into hiring and onboarding frameworks.
And ultimately became a fully integrated Sales Operating System.
The Wedge Group exists to make that thinking executable — not inspirational.
We don’t teach another pep talk.
We build infrastructure.
After Installation, Agencies Experience:
72.3% Producer Success Rate
Industry norm: 10–30%
• Faster producer validation
• Higher close ratios
• Clearer pipeline visibility
• Structured accountability without culture damage
Growth stops being emotional.
It becomes operational.
A Sales Operating System integrates producer training, coaching, hiring infrastructure, and insurance-specific technology into one unified framework designed to drive consistent organic growth.
Traditional sales training delivers knowledge.
Bignition integrates training, coaching, and technology into daily execution.
Successful hiring requires behavioral validation, structured onboarding, and a defined producer development path — not just personality fit.
With structured infrastructure, validation benchmarks can be achieved significantly faster than industry norms.
It’s no secret…When selling commercial insurance there is an incumbent agent that must lose for you or one of your producers to win.
Most of your competitors rely on price, coverage and relationship to win an account. And they rely on relationships and ‘reactive’ service to keep it.
The Wedge sales process helps you to codify your ‘proactive’ services… things you do that you might not give yourself credit for or have never really named them.
Eight times out of ten, you’ll walk away with a BOR. It gets you out of the quoting business and into the winning business.
Organic growth in commercial insurance agencies doesn’t come from more activity.
It comes from installing a structured insurance sales system that aligns producer development, hiring, coaching, and CRM execution.
Organic growth starts with a documented commercial insurance sales process — one that defines how producers prospect, differentiate, and close larger accounts.
Without a clear sales framework, producers default to quoting and competing on price.
A true insurance sales system defines:
Commercial insurance producer training must connect directly to revenue outcomes.
Growth agencies implement:
A generic CRM is not a sales operating system.
Organic growth requires insurance-specific CRM workflows that:
Hiring insurance producers without behavioral validation increases failure rates.
Agencies that scale implement:
Consistent growth requires structured coaching systems.
Agencies that grow organically use:
Weekly inspection meetings
Defined accountability metrics
Coaching tied to behavior, not personality
Scorecard-based leadership systems
