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This article offers guidance on how insurance sales teams can develop their own 90-day business plans. (Photo: DenisIsmagilov/iStock)

Within 45 days of starting something new — an office protocol, a routine at home, a diet — you generally establish a habit. The “new” becomes a way of operating, and from there, you can fine-tune and leverage the positive impact. Therefore, we at MarshBerry recommend insurance leaders start a 90-day business plan that includes two 45-day cycles and encompass one full quarter for your sales team. It is enough time for repetition to build better business habits, and during a quarter, you can spot trends and help your team track progress. 

During the 90 days, you can help your team evaluate what worked in a plan and what did not. Also, you can observe how seasonality influences prospecting and closing new business. You can test campaigns and track results. 

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