A session designed to review the variety of data available to the sales team as well as a discussion on how the data can be used in managing a territory

Facilitators:     Sarah Schneider & Vicki Stevenson for sessions #2 & #3

                                Sarah Schneider & Susan Otto for sessions #7 & #8

An interactive session and exchange of ideas on how to go about effectively capturing/gathering competitor app count data. In addition, we’ll discuss how to overcome roadblocks when an agent is reluctant to share the information, how this information impacts the development of the roadmap, and how it can be used to generate production.
 

Facilitators:     Nick Marsh & Sarah Boyle for sessions #1 & #3

                                Nick Marsh & Marty Condron for sessions #5 & #7

An important part of our sales process is continuing to gain a better understanding of how agencies operate and finding ways to strengthen our relationship with them. In this session we’ll discuss how to go about this by looking at what information to gather and how to go about doing it, as well as probing beyond the initial answer and creating a dialog. We’ll also talk about what to do with the information acquired as well as what it looks like to “deepen a relationship”.

Facilitators:     Mary Campbell & Nick Vasquez for sessions #2 & #4

                                Mary Campbell & Russ Tavaglione for sessions #6 & #8

Using incentives to generate production is a common approach, however in order to get the most out of an incentive, it’s important that it be well thought out. With that in mind, during this session we’ll discuss how we determine where the use of an incentive makes sense and how to go about developing it, including what to offer and to who in the agency it’s offered. We’ll also look at gaining commitment/buy-in and how to hold the agency accountable, as well as monitoring and providing updates on performance.
 

Facilitators:     Andy Bloom & Alessia Holt for sessions #2 & #3

                                Andy Bloom & Angela Bilyeu for sessions #5 & #7

With a new product in place, we'll review how we go about effectively selling the changes, enhancements, and benefits. What about our product offering makes Dairyland Cycle different and how do we fit against competitors. What can we expect in the future.

Facilitators:     Sarah Weaver & Dan Lewis for sessions #2 & #3

                                Carrie Feinen & Frank Thornbury for sessions #5 & #6

With ATLAS fully deployed for Motorcycle/Power Sports and in about half of the states for NSA, we’ll address the key enhancements/benefits that should be reinforced with agents. In addition, we’ll discuss how to most effectively promote the value of these enhancements/benefits as part of a sales call and what information should be shared with agents regarding the conversion process.

Facilitators:     Matt Jensema & Brent Newport for sessions #1 & #4

                                Peter Sampson & Michelle Wong for sessions #6 & #7

With Roadside Assistance available as part of the conversion to ATLAS, we’ll discuss the key features of the product offering and how selling it can create value for the agency.
 

Facilitators:     Richard Learey & Press McDowell for sessions #1 & #4

                                Richard Learey & Octavio Torres for sessions #5 & #8

As we focus our field resources on agents where we can gain the most leverage, how can the resources within the Market Development team be used to engage different agency groups and further enhance the sales process. In this interactive session we’ll discuss what activities have been successful, as well as other ways to engage Market Development to provide ongoing support. 

Facilitators:     April Karls & Paul Wroblewski for sessions #1 & #4

                                April Karls & Kristy Lange for sessions #6 & #8