As part of a recap for the year, our sales team has been conducting visits to our sales agents to learn about what has and hasn’t been working.
There has been lots to learn from these visits, but the take-aways maybe aren’t that surprising: agents that are well-organized, know the pitch, and consistently follow-up on leads perform well, whereas agents that are poorly organized with lead generation, follow-up, and communicating product information consistently underperform.
What this tells us is that if we want to scale with our agent model, we need to be doing a lot more to ensure that our agents are organized. Providing them tools and training does not appear to be enough; likely we need to closely manage their performance so that these tools are effectively used.
