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Dynamics of Sales Management

Feb 25, 2026 07:45 AM CT - Feb 26, 2026 | Instructor Led Online

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Attention: This course is not approved for State reported continuing education credits.

You can not register same event with in 30 days.

Designated participants are only allowed to register for this course.

This Online MEGA is allowed only for CIC, CRM and CPRM Dues Paid designees.

To earn designation update credit in this course, you MUST have paid your annual dues. Please click the link to Pay your Dues

In the case of multiple licenses, please enter your resident state license information as CE credit will only be processed for one state. Modifications to your CE request may be made up until the last day of the course through the My Courses tab in your PROfile. Certain states have rules regarding repetition of courses, please review those requirements prior to requesting CE credits.

IMPORTANT: If you have previously taken this course it is imperative that you review the repetition rules established by your State Department of Insurance as some states do not allow a course to be repeated within a certain period of time.

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OVERVIEW AND TOPICS

Opening and Your Agency Sales Culture

Selection and Hiring Skills

In this insurance-based session, participants will examine the feasibility and costs of hiring and training additional staff – producer, salesperson, account manager, etc. They will identify the reasons for adding and/or cutting staff. They will discuss recruitment, steps in the hiring process, steps in the selection process, retention, hiring, and firing techniques that maximize their agency team’s production.

Managing Sales

Goal Setting and Monitoring

This session provides an overview of the goal-setting process within an insurance agency sales organization. Participants will learn how the goal-setting process provides the agency with an accurate method of measuring the productivity of the individual producer and learn how the goal-setting process is a motivational device as it is tied to promotions, compensation, and peer recognition. They will review goal-setting formulas and how to monitor goals effectively. They will discuss the importance of establishing realistic production goals – attainable goals, non-attainable goals, and goals that are jointly established.

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