Key executives at Aon and Marsh brokerages said that a key ingredient in putting their firms on a path to profitability has been a trimming and remolding of their sales forces to make them more dynamic.
Their comments came during the Association of Insurance and Financial Analysts Conference held earlier this week in Scottsdale, Ariz.
Since joining their respective firms, Daniel S. Glaser, chairman and chief executive officer of Marsh and Ted T. Devine, executive vice president of Aon Corp. and president of Aon Risk Services, said they have experienced significant changes, primarily winnowing staff and keeping personnel with an attitude that they say helps promote the sales culture.
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