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Dynamics of Sales Management

Oct 28, 2025 07:45 AM CT - Oct 30, 2025 | Instructor Led Online

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

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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

Managing the Sales Process

What is sales management? Think of sales management like a sports team. Have you ever heard of a sports team without a coach? Of course not. The coach provides the guidance, motivation, strategy, and training that enables players to make big wins. In this session, participants will learn how insurance agency sales managers evaluate and manage each individual producer and agency staff, drive an effective sales process, and ensure great sales calls. Goal setting and general monitoring of the agency force are examined. They will discuss the 3-step sales process, how to set up diagnostic appointments, the primary function of joint sales calls and how to arrange them, and presentation solutions.

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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