This Star Sales Leader Drives Growth with Smart Focus, Accountability, and Compensation

You will be challenged by this fast-paced conversation between
Mike and his special guest, Nick Hejna, who serves as Executive
Vice President and National Sales Leader for AssuredPartners, one
of the largest and fastest growing insurance brokers in the U.S.


Mike has tremendous respect for Nick as someone who not only gets
sales leadership at the highest level, but who also preaches and
demonstrates the importance of sales process on a daily basis.


In Part 1 of this interview, Nick and Mike discuss…


Why focus is critical for a successful new business
development focused sales attack

That specialists often sell exponentially more than
generalists

The reality that it takes more activity to build a book of
business than most new producers grasp and why managers must hold
people accountable for opportunity creation and activity against
target accounts

How the “pushing the snowball up the hill” pays huge
dividends once you reach the peak and have momentum and gravity
on your side

Creating hunger and reducing complacency with smart
compensation plans that reward developing net new business more
than babysitting and renewing existing clients



Nick also shares the three non-negotiables he sees in every
top-producer:
They Own Their Calendar They Deploy a Compelling Sales Story
They’re Laser Focused on the Pipeline (and target accounts)

 


Books mentioned in this episode:


New Sales. Simplified.  by Mike Weinberg


Inked by Jeb Blount