1. 2012 Chairman’s Award Nominations
Nominee Name: Wayne Guzman
Job Title: Vice President – Allstate Channel Sales
Position Level: E
Department: Allstate Benefits
2012 PDS Rating: Outstanding
What contributions has the individual made above and beyond their normal job
requirements?
Wayne Guzman is the Vice President of Allstate Channel Sales for Allstate Benefits
working with the Protection California and Northwest Regions.
Wayne inherited a real project when he came on board with us as a VP in 2010. The
sales production and personnel in his regions were under-performing and in decline –
morale was low and the future was somewhat uncertain. He used 2010 as a rebuilding
year, laying the foundation for the big turnaround that came in 2011.
While our overall national Allstate Channel sales were flat in 2011, Wayne’s results were
spectacular:
 Sales 60% over Plan
 Sales 128.9% over Prior Year
 New Account sales up 126.8%
 California Region Allstate Benefits Production Credit up 87.4%
 Northwest Region Allstate Benefits Production Credit up 199.7%
Wayne’s leadership style and motivational influence has attracted a high quality team of
superior performers that are now among the best we have in the Workplace Sales Leader
organization.
What impact have these contributions had? Please indicate if the contributions have
led to increased growth, higher customer satisfaction, retention, etc.
See above.
What is the individual’s future potential?
Short-term, we have been so impressed with Wayne’s capabilities that we are assigning
an additional under-performing Protection Region (Southwest) to him in 2012.
Longer term, we believe Wayne possesses the skill set and talents to lead our entire
Allstate Channel Sales team on a national basis.
What recognition, if any, have they already received for these contributions?
Regular AIP.