Business Performance Improvement

LWJ · 07-09-2008, 08:00 AM

Hello,

Given the wide range of people here, many of whom are fairly accomplished, I have a question: how do I kick up my performance?

Background: I am in business insurance. My income is directly linked to my sales activity. I understand that increased efforts results in increased income. While my performance has been at or near the best in my firm for the last four years, I am very aware that I could easily double my results. I truly enjoy the "sales" nature of my job but am completely demotivated with the daily grind of paperwork and related BS.

So how do I make this improvement?

Thanks!

Larry

Rick Lee · Rick Lee's Garage

If your sales could "easily" be doubled, why haven't you done it? I was in your position a few years ago. The more I sold, the more my quota increased each year. And my commission was paid only on revenue ABOVE my quota. With no raise in base salary, I had to bring in about 20% more business each year to make the same amount of commission I'd made the previous year. Talk about lack of incentive. But somehow I always did it, never once was below goal. Now that the new company's comp plan is so complicated you need to do calculus to guess your commission, I've stopped caring. Now it's a paycheck, not a career.

Shawn 357 · 07-09-2008, 08:05 AM

Can you get an assistant, someone to fill out the apps, chase the underwriters down, field some of the basic client questions? Obviously getting an assistant is going to depend on whether or not your increased production will justify the expense.
-Shawn

The Gaijin · 07-09-2008, 08:32 AM

A top notch assistant is an amazing thing. I had one - was an "forensic acounting" major in college. He wanted to join the FBI but somehow wound up working with me. Not a salesman at all - but the man could fix any problem and catch any error.

As for chasing down underwriters - I'll be at the bar...

LWJ · 07-09-2008, 11:24 AM

Thanks for the answers.

Easily doubled but not happening? Exactly why I am asking. What seems easy is apparently not quite so easy.

As to an assistant. I agree. It is a great idea. I currently have an assistant but perhaps I can tweak something to get more performance or even a second one.

Great thoughts. Keep em coming.

Larry