Benefits Think Sharpening sales management skills

Published 3 Min Read

  • 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.
Jack Kwicien
Managing partner

Jack Kwicien, an Employee Benefit Adviser columnist, is co-founder of Daymark Advisors, a Baltimore-based consulting and advisory firm. He is also the co-developer of the SMART Benefits Strategic … Read full bio


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