Category Archives: Firm Management
Do I really need a full-time sales manager?
The answer to this question is probably not. Consider these statistics: Most sales managers are unable to control over 80% of the metrics they are held accountable for Approximately 66% of sales people miss their quota Only 46% say their pipeline is accurate. Someone must be in charge, of course, but it doesn’t have to…
Perpetuation: Taking A Long View of Your Business
The Talladega Insurance Agency in Talladega Alabama was founded in 1858. It is the third oldest insurance agency in the United States and probably one of the oldest in the world. There are few financial services firms anywhere that can claim to have operated prior to the American Civil War. That’s what I call a…
Perpetuation: Taking A Long View of Your Business
The Talladega Insurance Agency in Talladega Alabama was founded in 1858. It is the third oldest insurance agency in the United States and probably one of the oldest in the world. There are few financial services firms anywhere that can claim to have operated prior to the American Civil War. That’s what I call…
How Top Performers Spend Their Time
A study of top performers showed they spend 70% of their available time on sales related activities as follows: 32% Soliciting new business 43% Servicing existing clients 8% Professional development and training 16% Administration and management Average performers, spend less than 30% of their available time on sales related activities and up to 70% on…
7 Ways That Top-Performing Firms Drive Superior Growth
Successful financial services selling is about building clientele. So many professionals and firms simply forget this basic fundamental. A top-performing firm is one that is able to consistently produce superior growth in revenue and profitability. The top-performing firms regularly outperform their peers and competitors in the areas of retention and new business. Their primary source…
