- Recruiting is rapid-paced, and often selection criteria are sacrificed due to increased competition for talent;
- New hire product and sales training is more basic to get the new resource productive more quickly;
- Management’s focus is on gaining market share.
- New hire standards are much more selective, as there are more qualified candidates;
- Emphasis on multi-lines selling and expertise to secure more revenue per client, improve retention
- Emphasis on improved profit margins, creating value.