Sales reps may think of themselves as lone wolves on the hunt—they pursue individual goals, build a book of business and, in some cases, strike out as an independent broker. But just like real wolves, sales reps are highly social animals, and insurance sales managers who keep their packs connected can build a virtuous cycle of team engagement and motivation.Read our free guide
Our recent study of insurance sales leaders found that over half are challenged by keeping their teams connected. Nearly as many are also challenged by motivation - the two often going hand in hand. Creating a sense of belonging and connection will increase employee engagement, and by extension, motivation.
Leaders and managers perceive themselves as highly effective in motivating teams and individuals, while sales representatives hold different opinions. There is a significant perception gap between managers and sales reps regarding motivational skills, recognition, and guidance. The discrepancy in evaluations emphasizes the varying perspectives on managerial effectiveness in these areas.
Traditional tactics like goal setting and real-time updates work well for the majority of reps who identified as “motivated.” The rest chose motivators that are less often supported by incentives.
Ken Abel, Sales Director at Trailstone Insurance, uses SalesScreen to connect not only a remote team, but a team composed of independently contracted agents.
We want to know how your team works! What struggles are you hitting, what are your biggest strengths, and what are your goals?
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