A CLOSER LOOK AT AGENCY GROWTH MACHINE A BOOK AND PROVEN SYSTEM TO HELP YOU TAKE CONTROL OF YOUR AGENCY’S FUTURE
What kind of sales culture do you have in your agency? How are your sales people performing? How are they meshing with your agency’s goals? Really think about these questions. All too often, agencies struggle with their sales culture. From the top down, it’s not built for growth, even though agency owners might think it is. There is a certain amount of complacency that gets in the way — complacency on the part of both the leader in the organization and the producers. They don’t bring in the revenue required for growth. There are many reasons for this. Sometimes it’s the training; sometimes the producers aren’t cut out for the job. In all cases, the agency owner must recognize where their deficiencies are. This is where Agency Growth Machine comes in. Think of this book as a guide to understand the challenges faced by agencies all over the country.
You need to know what to overcome in order to grow. Part of that growth strategy comes down to motivation. A lot of producers — 80 percent — are not fully motivated. Some may be “slightly” or “kind of” motivated, while others aren’t motivated at all. But when you want to grow as an agency, “kind of” motivated isn’t going to get you anywhere. Agency Growth Machine is about defining the process of establishing the sales culture you need to reach your agency goals and to help your sales people reach their own goals. Some of this is related to training and goal- setting, and some of it comes down to the hiring process. Agency Growth Machine offers perspective to help you determine what your agency needs. The book breaks down this 5-step process at length. When you have a consistent process you can follow, you can arrive at largely predictable results. These steps include the following:
STEP #1: Commit to growth. STEP #2: You can’t drive an idea — you must have a process. STEP #3: Training, not just for skills but also for confidence STEP #4: Convert that training and confidence into high leverage activity — winning new business and booking the revenue. STEP #5: The 3 C’s to driving a culture of accountability If you have yet to get a copy of Agency Growth Machine , you can find it here: bit.ly/agmbook. Every step is laid out in detail to help you find the control — and growth trajectory — you’ve been missing. Even better, Agency Growth Machine doesn’t end when you get to the final page. You can tune into the Agency Growth Machine podcast on iTunes or your favorite podcast app, including Stitcher and Pocket Casts, for more insight into these five steps and so much more.
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UPCOMING E V E N T S
3-in-1 Workshop October 23–25, 2018 San Francisco, CA bit.ly/3in1workshop CRISP Sales Meeting Training September 18–19, 2018 Raleigh, NC bit.ly/crisptraining iWin Nation Forum – Hiring Producers October 3–4, 2018 Plano, TX bit.ly/iwinforum
Subscribe to "Agency Growth Machine" podcasts on iTunes or Stitcher today!
• Letter to My Boss • For The Wedge Haters • CRM: Why Off-the-Shelf Bucket Technology Could Wreck Sales • Sales Meetings
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