2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

Sales Velocity

Sales Velocity

27.5%

23.8%

21.9%

20.6%

20.3%

20.1%

18.8%

17.9%

17.9%

14.2%

15.9%

14.8%

15.5%

14.2%

13.8%

13.9%

13.2%

13.2%

14.0%

13.2%

13.2%

13.6%

12.5%

11.2%

< $1.25M

$1.25M-$2.5M $2.5M-$5.0M $5.0M-$10.0M $10.0M-$25.0M

> $25.0M

2019 BPS Average

2020 BPS Average

2021 BPS Average

2021 BPS Top Quartile

Sales Velocity is an excellent measure of an agency’s success in writing new business. It is calculated by dividing new commission and fee income written by prior year commission and fee income. The Age Banding of Sales Velocity takes it a step further by showing Sales Velocity contributions by different producer age groupings (35 and under, 36-45, 46-55, over 55).

Age Banding of Sales Velocity

16%

14%

2.5%

3.2%

3.0%

12%

4.3%

2.8%

2.8%

2.2%

10%

3.2%

4.7%

2.8%

8%

2.4%

3.9%

2.4%

4.7%

6%

3.1%

3.7%

4%

4.7%

3.8%

5.5%

4.2%

2%

3.8%

3.0%

1.9%

1.6%

0%

<$1.25M

$1.25-$2.5M

$2.5-$5M

$5-$10M

$10-$25M

>$25M

Up to age 35 Age 36-45 Age 46-55 Over age 55

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