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The Three 100's: Part Two

3 100's Mar 31, 2017

100% Goal Attainment

Assuming that you actually have goals in all areas of your agency, attaining them is huge. As part of your NO B.S. (Non-Optional Behaviors and Strategies) business plan, you should have one-year and three-year plans for the following Key Performance Indicators.

  • Gross Revenue
  • Net New Revenue
  • Retention Rate
  • Revenue per Relationship by Department
  • Revenue per Producer
  • Revenue per Service Person
  • Operating Profit
  • Percentage of Full-Time Clients
  • Spread per Employee
  • Individual Producer Goals

The big question here: What percentage of your producers met or exceeded their sales goals in 2016? In the average agency, it’s a fairly small percentage. If you’re an agency owner and you can’t tell me that well over 80% of your producers exceeded their goals, that should be a big red flag! Unfortunately, in most agencies it’s half that number—or less.

This tells me one of two things. Either the sales managers are doing a very poor job of...

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