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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 Invest In Your Internals? Because…

By Claudia Fogelin on October 26, 2010

The Seduction of the Status Quo

By Mary Anne Doggett on July 16, 2010

…financial services industry now has a scary affinity for the status quo. Hmmm. Is that all there is? Should we keep on doing what we are doing? And why does it seem to be getting harder? A quick example of the danger of the status quo: Texting and e-mail now outrank voicemail as a preferred communication medium. What does that mean for phone centers and sales desks?

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Why It’s Hard To Win American Idol

By Mary Anne Doggett on May 14, 2010

By Mary Anne Doggett

Talent is a requirement (so don’t look for me on the show).

But mostly American Idol is hard to win because the judges are unpredictable and the feedback is inconsistent. Simon surprises regularly – just when you think he’s gearing up to trash a poor earnest kid, he gushes, “That’s the best performance of the night.” The same contestant might hear Kara say, “You need to show more of who you are,” while Ellen comments, “I could really see your personality come through.” Randy always

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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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The Secrets of Successful Hybrid Wholesaling

By Interactive Communications, Inc. on April 7, 2009

Webinar: A one-hour crash course to make sure your hybrids deliver the sales you need and tools that drive hybrid behaviors and results.

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