State Auto can help! - The PaceSetter Program

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PACESETTER PROGRAM The PaceSetter Program Bob Restrepo, President and CEO of State Auto, addresses a PaceSetter class. State Auto’s innovative PaceSetter producer development program is an intensive yearlong sales partnership between you, your producer, your agency and State Auto. Our team of insurance sales professionals works closely with each PaceSetter producer and agency to develop the marketing, sales, and underwriting expertise necessary to write quality business—and improve your agency’s bottom line. Craig Andrews, Commercial Lines Faculty, explains commercial insurance principles. Jeff Wodicka, National Marketing Alliance, is one of The Dynamics of Sales Management instructors. Linda Propster, State Auto Claims Manager, works with the commercial and personal lines PaceSetters. PaceSetter alumni return to visit each new class during the mid-year reunion. From left: Michael Eck, Eck Agency, Attica, KS; Adam Barton, Woodring-Roberts Corporation, Bethlehem, PA; Sharon Galpin, Weathers Insurance, Duluth, GA; Traci Davis, First Texas Insurance Services, Arlington, TX; Mike Gould, Geny Insurance Agency, Nashville, TN; John Williams, Haverstock Insurance Agency, Murray, KY.
PaceSetter... A Producer DevelopmentProgram PACESETTER PROGRAM PaceSetter Academy How PACESETTER Works • Your producer begins this 12-month sales and marketing effort by attending a Producer Development Conference at State Auto’s corporate head quarters in Columbus, Ohio. This two-week conference includes both tech nical and sales training. • A State Auto Sales Coach is assigned to your producer. The Sales Coach works closely with your producer throughout the 12 months following the conference to monitor sales activities and further develop sales skills. • You provide an Agency Sponsor, perhaps yourself, who oversees the producer’s prospecting and sales activities in the agency and confers with the Sales Coach when needed. • Your PaceSetter returns to Columbus for a one-day Mid-Year PaceSetter Class Reunion. NOTE: Your producer must be licensed before being confirmed into the PaceSetter Program, must have a dedicated PC with internet access, and a personal e-mail address. The Producer Development Conference Includes: • The highly acclaimed Dynamics Of Selling sales program presented in its entirety by faculty from The National Alliance for In sur ance Education and Research. • Comprehensive technical training provided by State Auto staff. • A proven prospecting and sales system which guides your producer’s sales efforts in the coming year. Producers begin implementing that marketing plan while in Columbus by making x-dating and prospecting phone calls to their marketing territory. The Sponsor Sales Management Seminar This two and a half day seminar for PaceSetter sponsors includes the Dynamics of Sales Management program and can be used to update your CIC designation. This program addresses the skills needed to successfully train, coach, and monitor the prospecting and sales activities of your PaceSetter producers. Topics include: • Traits of today’s successful sales manager—How to make decisions that have a direct, positive impact on your bottom line. • Selection and hiring—How to take stock, integrate new producers, create an effective hiring process, select that ace producer, motivate your people, and more. • Contract and equity issues—How to create win-win situations out of employment and commission agreements. • Goal setting and monitoring—How to set realistic production goals and maximize performance. • Compensation strategies—What are the elements of a compensation plan, and how is a successful plan developed • Managing For Success with the DISC profile—Understanding behavioral characteristics and how they impact performance. Technical Dynamics Webinar Travel Hotel Sales DOS Salesforce Sales Training of Selling Sales & Meals Room Mgmt. Refresher .com Profiles Training Allowance Training CDs PaceSetter Yes Yes Yes Yes Yes Yes Yes Yes Yes Company G DISCONTINUED DISCO Company H No No No No No No No No No Industry Program Yes Yes Yes No No Yes No No No
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State Auto can help! - The PaceSetter Program

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