As I coach producers, I see one common theme that really seems to hold them back: a lack of planning and accountability. It’s a shame, and completely unnecessary. For whatever reason, producers within agencies seem to be off-limits when it comes to setting expectations and monitoring (the right) results. I always hear, “As a producer, I have the ultimate accountability because I am paid on commissions.”
I get that, but by the time you can measure production, it’s too late. Production results (versus behavioral results) are a lagging indicator and only tell you what has (or hasn’t) already happened. If you hope to have an opportunity to make adjustments, you have to identify the behaviors (leading indicators) that drive the production results.
