By Susan Toussaint, WorkComp Advisory Group
Despite an agency's efforts to educate and groom top producers, we often end up with reluctant producers. Last week we explored the reluctance to cold call, work on larger revenue accounts and charge fees for services that improve an employer's outcomes. Now let's talk about what happens after you've engaged with a potential customer who just won't sign the deal.
A prospect isn't a prospect unless the company is ready to do business with you within 90 days. If you don't reach a commitment after 90 days of assessing and dialoging, it's time to walk away and possibly re-engage at later date.
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