Intentionally creating a culture around sales-focused behaviors is imperative for sales organizations. We see many insurance agencies that need to find some of this discipline.

1. 7
D
I
S
C
I
P
L
I
N
E
S
of
an
effec)ve
sales
culture

2. 2
GOALS
-­‐
keep
what
you
have
-­‐
get
what
you
don’t

3. A sale is a result!
.
.
.
so
is
a
retained
account

4. Own
the
ACTIONS
that
create
a
culture
of
PREDICTABLE
results

5. It’s
not
resources
but
resourcefulness
that
ul?mately
makes
the
difference.
-­‐
Tony
Robbins

6. à Decisions
and Actions
DETERMINE
destiny

7. Will
you
.
.
.
own
the
ac)ons?

8. ACTIONS
How!

9. Self-Assess!
What
is
today’s
REALITY?
What
is
tomorrow’s
VISION?
What
is
the
FIRST
Step?

10. COACH!
In
the
moment
&
frequently
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

11. 5
Min/Week
58%
of
managers
think
they
provide
enough
coaching,
YET
65%
of
employees
want
MORE
coaching
No
coaching
=
2%
of
staff
are
engaged
Coached
to
Weaknesses
=
20X
more
engaged
|
Strengths
=
30X
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

12. Know what
matters!
Measure
what
you
can;
Discuss
what
you
can’t
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

13. Define:
• Results
(&
Consequences)
• Driving
Behaviors
• What
to
Measure|
Discuss
• What
Employees
Self-­‐Report
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

14. Prepare!
&!
Debrief!
TOGETHER!
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

15. Create
Account
Strategy
Plans
-­‐
Know
client
vision,
goals,
industry
challenges,
compe))ve
landscape
Review
Game
Film
-­‐
Whether
you
Win
or
Lose
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

16. Feed the Tigers!
Tend the Sheep!
Shoot the Dogs!
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

17. GO
• Praise
your
high
performers
• Challenge
your
average
performers
• Counsel
your
underperformers
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step
All Contribute (or leave)!

18. Create a
Theme!
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

19. Give
your
goals
an
iden?ty
An
emo)onal
reminder
of
WHY
Emo)on
drives
Ac)on
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

20. Celebrate!
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

21. Celebrate
EVERYTHING
that
really
maUers
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

22. Master a
Sales
(results)
Process!
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

23. 1. Marke)ng
1st
step
of
selling
2. Fill
Pipeline
Make
contact
3. Document
Info
about
prospect
4. ID
Needs
How
will
you
implement?
5. Selling
Steps
Define
convos/mtgs
Today’s
REALITY
Tomorrow’s
VISION
FIRST
Step

24. If you can’t describe
what you are doing as a
PROCESS, you don’t
know what you’re
doing.
- W. Edwards Deming

25. Decide
Environment
Discipline
Assess
Plan
Execute
Own the Actions!

26. Excuses!

27. For
more
transforming
ideas,
visit
Q4intel.com