As we coach producers, there’s a common theme that holds them back: a lack of planning and accountability. It’s completely unnecessary and easily remedied. But for whatever reason, agencies seem to feel sales teams are off limits when it comes to setting expectations and monitoring results.
We hear, “producers have the ultimate accountability because they’re paid on commissions.” And I get that, but commissions are a lagging indicator and only tell you what has, or hasn’t, already happened. And if it hasn’t happened, there are many people in the agency who suffer. It’s not just the producer’s personal income on the line here.
