IIANC University - The Sales Collective
Sales Coaching & Training for Producers & Agency Owners
What's the true cost of having an untrained and ineffective sales team? If you're not generating the revenue you want, if your sales managers aren't leading as effectively as they should be, if your salespeople aren't getting the results you expect of them, there are reasons why that's happening. To drive real change, you can't rely on one-day rah-rah sessions of fire walking to increase sales. Effective sales training comes from identifying the areas of improvement that would drive revenue and then consistency in the coaching and application of that training.
We are pleased to announce a partnership with Steve Heroux and The Sales Collective, a program that will help your agency accelerate business growth with cutting-edge sales strategies.
Not sure where to begin? We are offering six FREE courses for both producers and agency owners, where you can get samples of the available content and training curriculum. (See below for the links!)
IIANC Live - for producers
IIANC Live is a 60-minute live, monthly webinar designed to help coach and train producers to help them grow their revenue. We will cover topics such as value proposition, handling objections, mastering the discovery meeting, prospecting, networking, mastering referrals, how to build a sales process and more!
$29/month per user
IIANC University - for producers & agency owners
- Custom, online training program with 150+ lessons specifically built for IIANC members to help their producers become more effective in sales.
- PLUS, an additional 60-minute live, monthly training session geared towards agency owners: how to coach and train your producers, developing sales management leadership skills to help producers succeed
- Everything from IIANC Live listed above
$150/month per user
Want to learn more and get started with IIANC University and IIANC Live?
Learn more from Steve Heroux and The Sales Collective at InsurEXPO! Steve and Jason Sabo will be leading a breakout session on Friday morning, and Steve will be one of our exhibitors in our Networking Hall.
Free Courses for IIANC Members
IIANC members have access to six free courses from The Sales Collective - no purchase is required! Three of the classes are geared towards agency owners/leaders, and the other three for producers. Click the links below to access each of the courses. (You will register for each course and then receive an email with instructions to access the on-demand course in your IIANC Learning Center.)
Accountability is a Virtue - for agency owners
Without accountability for your salespeople, you have nothing. It is the Achille’s heel of most sales leaders and the reason it’s such a struggle is that many of them don’t hold themselves accountable first. We’ll go step by step and teach you the power of holding your people accountable, how often you need to do it and how stringent you need to be, and if you’re able to create a culture of autonomous accountability, your sales team will perform as you’ve never seen. See you soon.
How to Run Effective Sales Meetings - for agency owners
There's a reason only 3% of salespeople say that they love attending their sales meetings. 3%! Why? Because most sales leaders don't know how to run effective sales meetings. I’m going to share with you how to run effective, agenda-driven meetings that will have your salespeople eagerly anticipating each one with excitement. We'll also discuss the four types of sales meetings you should be conducting, exactly how many, and how often you should be implementing, and we’ll end on the most powerful sales meeting you can run, the daily huddle. See you inside.
Is Your Sales Process Functioning Properly - for agency owners
Without a documented, stage-driven, repeatable, and effective sales process, you're leaving the ultimate success of your sales organization in the hands of luck and chance. Does every one of your salespeople follow the same process to ensure we get the best results? We're going to talk about why they need to follow a sales process to a T, why a sales playbook is crucial to the growth and performance of your sales team, and why flight attendants don’t land planes, you’ll have to wait to see what that means. See you inside.
Stop Closing and Start Helping - for producers
This may be one of my favorite topics, not because I love closing, but because I hate everything about closing and we’re about to undo 95% of what you’ve been taught. Forget the ABC crap, that’s for horrible salespeople. Always be helping is the mantra you should adopt. We’re going to discuss how to be more effective in “closing” without being rude or aggressive and we’ll also talk about the value of watching your own game film to make sure you’re delivering your best foot forward every time. See you soon.
The Sales Process - for producers
Does following a sales process really matter? Absolutely. If you don't have your sales process in the right order, you won't get the result you want. We're going to talk about the power of conducting a proper sales process. You’ve got to give yourself the best chance to win and if you continue to wing it in sales, you won’t achieve the results you’re looking for. Let’s go!
Value is King - for producers
If you can't learn how to sell on value, the only sales you’ll make will be the layups. If you want to be a top performer in sales, you’ve got to learn how to create massive value for your solution and eliminate the belief that everyone buys on price. You’ll also learn how to deliver an effective elevator pitch and why you need to have more than one for every situation. Talk soon!