In the late 1980's and early 1990's many insurance companies found themselves posting significant year end losses from both operations and investments. To most sales people, however, they seemed to take the brunt of the attack. Among other things, all forms of company sponsored true sales training had fallen victim. While these courses were excellent, agents didn't exactly beat down the doors to enroll in the classes. Even today student enrollment stands at an all time record low.
Sales are flat.
The numbers show these agents didn't leave the business because their sales were so terrific. This diminished sales capacity is not unique to the insurance industry. It exists in other businesses as well. Sales people must return to the basics. The basic process and sales skills are the same no matter what we sell.