Each time we survey agency owners on their compensation practices, we see so much more than raw numbers. Embedded within the data is the story of how agencies around the country and of various sizes run their business--how they are growing organically, changing their sales practices or managing their various lines of business.
Compensation is certainly not the only motivator for agency owners and sales staff, but it is an important one, and can be used to shift producer sales activities to the more lucrative middle-market and large accounts.
The typical organic growth rate for agencies that have not changed their sales practices is 5-to-6 percent, but other agencies that are adopting best practices to focus on new business are hitting double-digit growth targets. It requires work and courage to do things differently--and we can usually spot it in the positions they fund and in their approach to compensation.
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