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P&C industry must better engage those who are “kicking the tires” on a purchase: exec

May 18, 2021 by David Gambrill

Digital has made it easier for Canada’s property and casualty insurance industry to serve customers who wish to purchase a fairly straightforward insurance product, but more emphasis needs to be placed on converting customers who are kicking the tires on

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6 tips for growing your sales team

May 3, 2021 by Jason Contant

Growing your sales team involves a variety of tactics — including protecting your strengths (strong salespeople and existing customers) — and avoiding the “first-year turnover problem,” says a new blog from Harvard Business Review.  Organizations need to be purposeful about

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Videoconferencing brokers setting sales records during pandemic

February 11, 2021 by David Gambrill

Videoconferencing brokers shattered sales records in top-tier brokerages across the country during the pandemic, senior brokerage executives reported in a recent Canadian Underwriter webinar. The results suggest virtual sales are at least as effective — if not sometimes more effective

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How sales commissions can result in disputes over vacation pay

April 24, 2019 by Greg Meckbach

If you employ commissioned sales people, how are you calculating their vacation pay? Calculating employees’ vacation pay can be an issue for any company whose sales staff earn both a base salary and commission, Toronto employment lawyer Andrew Monkhouse, managing