The IIAT Producer Prospect Management System helps you transform prospects into relationships.
In a tough economy, it's more important than ever to pre-qualify
prospects before allocating valuable agency time and resources to
deliver a proposal. The Producer Prospect Management System (PPMS), a
Microsoft Access-based sales management tool, manages prospects
efficiently but effectively through the sales process.
The IIAT Producer Prospect Management System is an easy-to-use prospect
tracking system tailor-made for the insurance industry that allows you
to track, forecast and run reports on your producers' prospects. Best of
all, it includes a built-in account pre-qualification function using
seven important sales criteria that will help you answer the following
questions:
- Account revenue - Will the account commission produce an
adequate return on your investment in time and expense and that of the
agency?
- Prospect influence - Is this account influential with other
accounts? Can it lead to other business?
- Industry classification - Is the industry a targeted class for
the agency and the carriers represented? Does the producer or agency
staff have experience applicable to the industry?
- Incumbent relationship - What is the nature of the relationship
with the current agent? Is the incumbent strong? Is the incumbent
vulnerable?
- Producer relationship - Has the producer established credibility
with the decision maker(s)? Will all the data needed be provided?
- Account pain - Has the producer been able to identify problems
with the current coverage or service? How many? How significant?
- Authority and mindset - Has switching criteria been identified
and agreed upon? Is the account willing/able to fire incumbent if
criteria are met?
With its robust reporting capabilities the IIAT Producer Prospect
Management System gives you full visibility into your business. Reports can sort data by producer, sales stage, commission size and more.
Download a flyer.
Who can benefit:
The Producer Prospect Management System is a great way to help seasoned producers stay on target and new producers learn the steps necessary to properly position themselves with an account before attempting to close.
It can be used by one producer or many and is especially useful for
executing the sales management function. |
