2021 Best Practices Study

Cross Category Comparison

Detailed Data for All Revenue Categories

New Producer Hiring

AGENCIES WITH REVENUES OF:

TOP QUARTILE

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

# of New Producers Hi red Last Year Avg Annual ized Wages/Prod Hi red # New Producers Hi red Past 5 Years Producer Success Rate Past 5 years

12.0

6.5

2.2

2.6

3.2

12.5

$122,000

$61,000

$93,856

$92,429

$156,296

$150,978

12.0

10.0

6.6

9.4

16.1

57.7

87.5%

75.8%

100.0%

87.5%

87.6%

76.1%

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-$2.5M $2.5-$5M $5-$10M $10-$25M >$25M

Recruiting & Development Techniques:

Recrui ting: Targeted Col lege Recrui ting Efforts/Programs Use of Outside Recrui ters

* *

12.5% 18.8%

30.8% 41.0%

30.0% 55.0%

41.5% 63.4%

53.8% 84.6%

Use of Social Media as a Recrui ting Tool

33.3%

56.3%

48.7%

67.5%

82.9%

94.9%

Assessment: Testing (Sales, Personal i ty, Intel l igence Capabi l i ties, Cal l Reluctance, etc.)

66.7%

56.3%

76.9%

95.0%

87.8%

97.5%

Development: Internship Mentorship

33.3% 33.3%

50.0% 62.5%

33.3% 79.5%

40.0% 85.0%

56.1% 87.8%

60.0% 97.5%

Technical Training: Internal

66.7% 83.3%

68.8% 81.3%

87.2% 89.7%

92.5% 77.5%

90.2% 87.8%

90.0% 95.0%

External

Sales Training: Internal

66.7% 66.7%

62.5% 81.3%

84.6% 82.1%

95.0% 90.0%

85.4% 90.2%

97.5% 97.5%

External

Sel l ing Structure: Requi red Special ization

*

31.3% 56.3% 68.8%

28.2% 69.2% 56.4%

32.5% 65.0% 65.0%

24.4% 97.6% 70.7%

30.8% 84.6% 74.4%

Team Sel l ing

33.3% 50.0%

Assigned Accounts

*Insufficient Data

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