Performance management enables managers to look at performance activity objectively — gathering data and reviewing performance, offering praise and reinforcement, or modifying behaviors when needed. This very disciplined approach affects every producer. Companies that manage activity with a formal reporting system and feedback process are likely to have more productive agents.
Simply stated, driving increased activity will yield increased performance. However, many sale organizations do not do enough to push their sales force to be more active. Sales people may lack solid structure and the discipline to fully reach their potential. Companies must take the lead in communicating expectations to their sales force and enforcing disciplined behavior that will lead to successful results.
Learn about LIMRA’s consulting offerings on Compensation Design.