Company C's regional directors drove sales as hard as any team in the life insurance industry and consistent sales growth was testimonial to their success. But earnings were problematical. The company needed to shift sales toward a different blend of products, and the regions were about to be held accountable not only for sales, but for profit. The company wanted to retain the enthusiasm and drive of its regional salespeople while holding them to a higher standard.
Executive Quest International helped Company C assess the current team to determine who could make the successful transition while recruiting new team members with proven track records in profit and loss environments. Since then, the company has enjoyed two consecutive years of more than 25 percent in profitable sales growth.