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Below is a listing of the documents that are available. Simply click on the document title to select that documents. The index is updated on a regular basis.
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Employee/employer compensation
Effective sales management: monitoring producers’ performance, production, compensation and support
Offers input on effective ways to monitor producers, their production and ultimately compensation. 3 pages
How to compensate agency owners
This resource kit discusses developing an equitable plan to properly compensate agency owners for the specific roles they play. 2 pages
Motivate key producers with a deferred commission plan
Overview of a popular arrangement agencies are using to offer their producers a deferred commission plan to allow them to share in the fruits of their work. 2 pages
How much can you afford to pay your producers?
Overviews a comprehensive calculation process to estimate how much in assets an agency has for compensation of sales staff. 4 pages
How productive are your CSRs?
A discussion of CSR commission, production and compensation standards to determine adequate staffing needs based on results from a national study of independent agencies. 4 pages
Is your agency on course?—employee compensation
Offers benchmark results of the Academy’s Growth and Performance Standards study to assist owners and managers in determining the proper range of salaries and/or bonuses for their employees. 5 pages
Agency compensation and productivity—what the latest studies show
A comprehensive comparison of the latest compensation studies outlining producer and CSR compensation levels. 10 pages
The state of agency compensation structures—consider technology, incentive programs and training
A review of compensation structures and how incentive programs, increased technology programs and additional training can increase the value of your agency. 3 pages