24 Sep What is the best way to motivate the bottom 80% of your sales team?
The Top 20% of your producers are great salespeople. You’re probably one of them. You guys produce year in and year out. You hit your numbers and, in fact, you are probably carrying the agency on your shoulders. If not for you, your insurance agency’s growth would be flat or maybe even going backwards a little.
Here is a great candle and it’s more than capable of doing its job. But it won’t do its job unless you find a way to light it. Many times I find a lot of the middle group of producers is the same way. They are more than capable of doing their job and more than capable of writing new business and growing their books but they won’t unless you find a way to light them.
Here’s what got me motivated.
One day it hit me that I have 4 children that each need clothes, extracurricular activities, a car, college tuition, and a wedding. Plus my wife and I needed to fund our retirement. I was financially ignorant about how much money I would need to pay for all of this for each one including my retirement.
I invited over a financial planner who worked with me on the numbers. After he got through, he asked if I was ready for the number. Taking a deep breath, I asked if it was that bad.
“Randy, you have to save $65,000 a year for the next 22 years to do what you said you want to do,” said the financial advisor.
After that experience, I got a new fire lit under me.
Motivate Your Sales Team
If you want to light the fire of your producers, have them know the financial truth. Many of them are saving around $6500 to $10,000 a year but it’s not near enough to accomplish what they really want in life, whether they know it or not.
If you want to light the fire of your producers, turn them from financially ignorant to financially astute. Help them go through that process and get clear, then back into that their business commission goals.
Now they are doing sales on purpose, rather than just to keep you off their back.
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