From the Editor's Desk Despite millions of dollars spent on combating the high turnover rate among insurance agents, the rate—approximately 50% within the first year and 80% within the first three years—had remained steady for the more than 35 years preceding the publication of Mayer and Greenberg’s 1964 article. The authors devoted seven years of research to studying the problem of the ineffectiveness of large numbers of salespeople. They discovered flaws in the established methods of selection and revealed the two basic qualities that any good salesperson must have: empathy and ego drive. |
Saturday 27th July 2024
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