State Auto can help! - The PaceSetter Program

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