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Ash Brokerage Boosts Sales with Agile Learning and Collaboration

In January 2018, the Retirement Division of Ash Brokerage was facing a number of challenges. Among other things, the fast-growing division needed to develop a more consistent onboarding experience for new hires. As an insurance brokerage general agency (BGA) representing the products of 80-plus carriers, it also needed its reps to deliver more effective and consistent messaging—to be razor sharp when discussing the benefits and features of all those financial products. For Executive Vice President of Retirement Mike McGlothlin, the ultimate goal was to create a championship-level wholesaling firm to serve its... Continue Reading

“Executives and Salespeople Are Misaligned — and the Effects Are Costly,” according to Harvard Business Review

This article originally appeared on hbr.org. Authors: Frank V. Cespedes and Christopher Wallace Frank V. Cespedes is a senior lecturer at Harvard Business School and author of “Aligning Strategy and Sales.” Christopher Wallace is the founder of Incite Sales and a managing director for GrowthPlay, a sales effectiveness firm. U.S. companies spend over $900 billion on their sales forces. It is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial performance that their strategies and sales forecasts... Continue Reading

Link Sales Training to Your Organization’s Strategic Goals (Pt. II): Sales Opportunity Management

This article is a recap of a presentation by Frank Cespedes, Strategy Expert and Senior Lecturer at Harvard Business School, at Allego’s 2019 customer conference. The session was entitled, “Accelerating Learning and Profitable Growth: Aligning Strategy and Sales.” Once senior management has established and communicated strategic goals, these goals should inform opportunity management – a.k.a., customer selection – within the sales department. This is the second way in which companies can link their sales efforts and training with an enterprise-wide strategy.  Quantity over Quality Most incentive systems for sales reps are based... Continue Reading

Link Sales Training to Your Organization’s Strategic Goals

This article is a recap of a presentation by Frank Cespedes, Strategy Expert and Senior Lecturer at Harvard Business School, at Allego’s 2019 customer conference. The session was entitled, “Accelerating Learning and Profitable Growth: Aligning Strategy and Sales.” U.S. firms spend over $900 billion annually on their sales forces – three times more than they spend on all media advertising. About $1,500 is spent per rep on sales training, 20% more per capita than to train any other type of employee. Unfortunately, the return on this enormous investment is often disappointing. According... Continue Reading