Sales-Driven Agencies Benefit Clients
After years of debate, a client of ours recently decided to begin distributing to their producers a monthly report showing everybodys new business numbers. This represented a compromise between those who felt the numbers should not be shared beyond the agencys inner circle of leadership, and those who felt the numbers should be posted on the office wall for everybody to see.
Why did they decide against posting the numbers for everybody to see? Because they were worried that their clients–some of whom occasionally visit the office–might see the list and become upset, perceiving themselves to be second-class citizens to the agencys new business prospects.
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