The old saying goes "there is a difference between working smart, and working hard."

It used to be very easy to train a producer on your agency, services, and products, then place them in a room with a phone book to start making calls. It worked.

When agency principals were asked by MarshBerry to name the top challenges regarding commission growth in their agencies today, nonperforming producers and lack of new business generation topped the list.

If you think that no news is good news, we invite you to read on as we bust four myths about growth, talent, operations and technology.

What kind of sales staff do you have at your firm? Learn about these three types.

When the sales performance at an agency is lacking, we tend to point the finger at the non-performing producers.

How do you define your organization’s culture? When I ask agency leaders these two questions..

Marsh, Berry & Company, Inc. (“MarshBerry”), is proud to announce that Sterling Insurance Group is the winner of our 2016 Agency Peak Performance Exchange (APPEX) Pinnacle Award. After joining APPEX at the end of 2015, the firm quickly emerged as a top performer in the executive peer exchange network. This is the first time that Sterling Insurance Group has achieved this distinction.