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Internal Wholesaler Measurement

By Interactive Communications, Inc. on May 17, 2012
peas-in-a-row

Why are we still talking about dials?

Why are we still talking about dials? ... there are the many and varied things internals have been known to do that don’t help sell a darn thing – like calling advisors who they are sure will send their calls straight to voice mail – but do count as a dial. So the question is, if dials don’t measure what we really care about, meaning sales effectiveness, and are known to drive bad behaviors, why do we, as an industry, continue to pay so much attention to them?

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Why Phil Mickelson Would Be a Great Wholesaler

By Mary Anne Doggett on April 13, 2010

What if wholesalers had criteria for specific behaviors that would help avoid a slice (or make a birdie) on a sales call?

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When Sales Are Gross

By Mary Anne Doggett on March 26, 2010

By Mary Anne Doggett

My dad was an FBI agent. He said it’s all about evidence.

Many organizations conclude as long as a sales rep delivers results, that’s enough evidence that he or she is doing the right thing. And they may be right.

But if I were on Law and Order, I’d question whether ‘gross sales’ is hard evidence. Isn’t it important to know what drives the sale and whether there is opportunity to perhaps double those results? In a world of continuing uncertainty isn’t it riskier to bet

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10 Essential 2010 Resolutions

By Mary Anne Doggett on January 28, 2010

Thought leaders in the industry have made their 2010 predictions (Fuse Research and Kasina).

Interactive Communications weighs in with 10 resolutions that can mitigate their risk:

Evaluate the ‘tech quotient’ of your managers and wholesaling team. Fix your metrics. Define core competencies for your sales team AND a process to assess them. Upgrade sales management skills for divisionals who grew up as wholesalers. Develop a plan that motivates good people to stay that doesn’t include money Decide on one thing you want your sales team to do differently

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Wholesaler Effectiveness

By Interactive Communications, Inc. on January 26, 2009

Effective wholesalers have never been more important. Are some of yours swimming naked?

….We’re not trying to make lemonade out of lemons, but the current bear market gives managers a unique opportunity to determine which of their wholesalers have positioned themselves and their firms for long term success and which could use a bathing suit.

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