Selling insurance policies is never easy, and it gets even harder during a recession. Of course, there are many strategies that agency owners can use to attempt to increase sales, such as increased advertising and marketing promotions. However, in the end, it all comes down to your employees. Ads and promotions may lure customers in, but your employees have to be able to close the deal. The key to selling more policies is to evaluate the team you have now. Discover their strengths and weaknesses, and you will be able to help them overcome their weaknesses and capitalize on their strengths to become more effective salespeople.
Most companies try to motivate their sales teams by periodically measuring performance and then offering incentives for the employees that meet or exceed target metrics. Measuring performance and offering incentives are important, but they are not enough. Even the most motivated employee will fall short of these goals unless he knows what he needs to change to produce the desired improvement.
Personality assessments can give your sales team a “competitive edge” by revealing their inner strengths and weaknesses. With this information, you can create customized coaching plans that help each employee learn how to be the best salesperson they can be.
When you choose a personality assessment to administrator to your employees, look for an assessment that is easy to administrator. A personality test that can be administrated over the computer and rated automatically is best for most busy insurance agents. Also, choose a personality test designed by a reputable company with a good track record of using their personality profiles to help businesses improve performance. This will ensure that you get accurate, relevant data.
To get the most out of a workplace personality testing profile, it also pays to consider the characteristics an employee needs to be successful in a given position. Some companies offer consultants who can help you design and implement a personality assessment program.
Personality assessments and reports will help you better understand your employees: What motivates them? What drives them? Once you know the answers to these questions, you can create customized development plans that will lead to increased sales and increased profits.