The Business of Sales - The Hartford

More documents

Recommendations

Info

Sales CultureKey PLANCO MetricsWholesaler Productivity: Sales Per Wholesaler and Cost of Sales($ in Millions)$100$90$80$70$60$50# of Wholesalers:78 bps77 bps$89.0$84.2$80.867 bpsThe Business of Sales80$91.4757065 bps6560552001 2002 2003 2004Sales Per WholesalerCost of Sales*Suite 2001 2002 2003 2004 2005Director 120 120 125 125 85Leaders 70 83 94 98 115Mutual Funds --- --- 27 30 90TotalWholesalers190 203 246 253 290*Includes wholesaling, sales desk, key accounts, sales administration etc.(Cost of Sales in bps*)10
Sales CultureThe Business of SalesCompensation Tied to Sales• Wholesalers 100% Variable• Sales Management 50% to 100% Variable• PLANCO Officers 50%+ Variable• Average Employee 20%+ Variable11
Page 1 and 2: The Business of SalesThe Business o
Page 3 and 4: The Business of SalesDistribution w
Page 5 and 6: The Business of SalesSalesCultureCo
Page 7 and 8: Sales CultureThe Business of SalesP
Page 9: Sales CultureThe Business of Sales$
Page 13 and 14: Integrated ApproachThe Business of
Page 21 and 22: Closeness to the FieldThe Business
Page 23 and 24: Closeness to the FieldThe Business
Page 25 and 26: UniquenessThe Business of SalesResu

The Business of Sales - The Hartford

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?