Researchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success.
The analysis showed that experienced reps found fewer prospective customers than novices did. But that didn’t necessarily hurt their overall performance, because they excelled at conversion. Advertising boosted both prospecting and conversion efficacy but was most beneficial among experienced reps. And the success of managerial levers to enhance both kinds of efficacy depended in part on reps’ level of experience.
In this article, the researchers offer several recommendations for sales managers looking to bolster their reps’ productivity.
It can be vexing to answer the phone only to discover an auto insurance sales rep on the other end of the line. The next time that happens, though, consider cutting the rep some slack. Drivers in the United States spend an average of $1,771 a year on full-coverage car insurance, with rates in some cities topping $6,200. But finding and recruiting customers for such plans isn’t easy.
