combined sales meeting – nov 2012
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1 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Combined Sales Meeting – Nov 2012
2 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Won Opportunities Nov ‘12
3 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
New Clients >$5K in November 2012
EmberaNeuro Therapeutics, Inc. Mindy Evanter $5,000
NAI Cranes, LLC Robert Swails $5,000
Zyro Medical, LLC Michael Sullivan $5,000
North American Electric Reliability Corp Robert Swails $5,000
Robert Knowles MD Emmanuel Psilakis $5,300
Rapid7 Catherine Daley $6,000
pSivida US, Inc. Robert Swails $7,500
Westview Capital Brendan Glass $7,500
StoneTurn Group Robert Swails $8,000
Chatham Capital Clint Williams $9,750
ALS Therapy Development Foundation Michael Sullivan $10,000
Inflexxion Robert Swails $12,000
SiteSpect, Inc. Kevin Murphy $13,500
4 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
New Clients >$5K in November 2012
Energy Power Partners Charles Long $16,200
Compliance Acquisition Corp Reed Sussman $20,000
S&R Corporation Ronni Rausch $20,000
Mats, Inc. Catherine Daley $25,000
Verivo Software, Inc. Louisa Bolick $30,000
Boys & Girls Club of Boston Ted Phillips $34,000
Altra Holdings, Inc. Amy Sinclair $35,000
Paratek Pharmaceuticals, Inc. Mindy Evanter $60,000
Shutterstock Images, LLC Douglas Bixby $72,439
Boston Symphony Orchestra Anita Verhuel $75,000
5 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
“Producer of the Month” November 2012Intercept Pharmaceuticals $78,441
Douglas Bixby
6 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Trip Qualifying
7 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
2012 Year to Date Trip Qualifier TotalsClient Executive Total Cross-Sell Adjustment Total Trip Qualifier
Jamie Balboni 324,502 13,000 337,502
Rick Black 137,500 135,000 272,500
Peter Reilly 164,500 103,000 267,500
Scott Kirschner 371,000 (137,500) 233,500
Amy Sinclair 221,010 221,010
Ray Roach 166,118 166,118
Brendan Glass 139,500 24,113 163,613
Douglas Bixby 150,880 150,880
Bruce MacDougall 150,500 150,500
Mindy Evanter 142,500 142,500
James Santacroce 117,500 (3,250) 114,250
Michael Talmanson 108,000 108,000
Trip McGarvey 172,500 (67,500) 105,000
James Kinney 105,000 105,000
Pete Strong 100,000 100,000
Phil Edmundson 100,000 100,000
John Hill 90,000 90,000
Kevin Murphy 143,500 (51,500) 92,000
Reed Sussman 88,300 88,300
Lynne Ahearn 32,500 35,500 68,000
Roger Haynes 60,000 60,000
Ronni Rausch 80,000 80,000
Rob Swails 76,500 (7,250) 69,250
8 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Opportunities YTD
9 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Opportunities Won: YTD
YTD Production: $4,005,012
January February March April May June July August September October0.00
100,000.00
200,000.00
300,000.00
400,000.00
500,000.00
600,000.00
700,000.00
$344,702
$229,009
$515,090
$235,263
$431,827 $432,762$462,719
$162,474
$374,417
$589,150
10 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Opportunities Won: EB/P&C Split
January February March April May June July August September October0.00
100,000.00
200,000.00
300,000.00
400,000.00
500,000.00
600,000.00
700,000.00
$219,502
$153,009
$340,090
$112,463
$286,558 $177,762
$420,969
$157,474
$132,917
$365,140
$125,200
$76,000
$175,000
$122,800
$145,269 $255,000$41,750
$5,000
$241,500
$224,010
EBP&C
11 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Opportunities Won: YTD 2011 vs 2012
2012 YTD Production: $4,005,012
2011 YTD Production: $4,438,635
January February March April May June July August September October0.00
100,000.00
200,000.00
300,000.00
400,000.00
500,000.00
600,000.00
700,000.00
$307,093
$552,251
$331,334 $516,570
$419,739
$563,300
$377,698
$513,496 $514,121
$343,033
$344,702
$229,009$515,090 $235,263
$431,827
$432,762
$462,719
$162,474 $374,417
$589,150
20112012
12 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Opportunities Won: YTD 2012 vs 2011
2011 YTD: 340 wins2012 YTD: 348 wins
February March April May June July August September October0
10
20
30
40
50
60
70
29 30 28
59
31
53
30 31
44
3437
3437
29
21
39 40 39
20122011
13 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Average Account Size: YTD
2011 YTD Average: $12,804 2012 YTD Average: $11,508
January February March April May June July August September October 0.00
2,000.00
4,000.00
6,000.00
8,000.00
10,000.00
12,000.00
14,000.00
16,000.00
18,000.00
20,000.00
$9,575
$7,897
$17,170
$8,402$7,319
$13,960
$8,731
$5,416
$12,078
$13,390
14 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline Analysis
15 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Formal Pipeline Usage
2006 2007 2008 2009 2010 20110.0%
5.0%
10.0%
15.0%
20.0%
25.0%
10.6%
14.2%
11.8%10.9%
13.4%12.7%
18.4% 19.0%17.7%
21.6%20.9% 20.1%
New Business - No PipelineNew Business - Pipeline User
* Source: MarshBerry Agency Production Survey
New Business as a % of prior-year book
16 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
17 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
18 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
19 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
20 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
21 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
22 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
23 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
24 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
25 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
26 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
27 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
28 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
29 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
30 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
31 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
ANNUAL MONTHLY
$ 150,000 $ 12,500
10 0.8
25 2.1
50 4.2
152 12.6
758 63.1Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $15,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
32 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
ANNUAL MONTHLY
$ 150,000 $ 12,500
10 0.8
25 2.1
50 4.2
152 12.6
758 63.1Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $15,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
33 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
ANNUAL MONTHLY
$ 150,000 $ 12,500
10 0.8
25 2.1
50 4.2
152 12.6
758 63.1Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 180
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 2.0
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $184,932
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $15,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
34 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Pipeline / Sales Plan Calculation
*Pipeline Calculation = NB Goal / Close Ratio on QPs / Number of Sales Cycles per year
ANNUAL MONTHLY
$ 150,000 $ 12,500
15 1.3
38 3.1
75 6.3
227 18.9
1136 94.7Number of Attempts Needed
Length of sales cycle (in days) on Quoted Accounts 90
Number of sales cycles in a year (= 365 / Length of Sales Cycle) 4.1
Robust Pipeline Calculation* (Amount in Pipeline at all Times) $92,466
Number of Appointments Needed
Percent of Conversations Resulting in Appointments 33%
Number of Conversations Needed
Percent of Attempts Resulting in Conversation 20%
Number of New Accounts Needed to Hit New Business Goal
Close Ratio on Qualified Prospects* 40%
Number of Qualfied Prospects* Needed
Percent of Appointments Resulting in Qualified Prospect 50%
BUDGET
OBJECTIVES FOR THE COMING YEAR - NEW BUSINESS
New Business Commissions Goal
Average Commissions per Account to Reach New Business Goal $10,000
Producer Name: Planning Period:
Stanley Kowalski 2012-2013
35 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%
21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%
Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%
Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts
WGA PRODUCTION 2007-2012
Career Account Threshold
36 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%
21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%
Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%
Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts
WGA PRODUCTION 2007-2012
Career Account Threshold
37 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%
21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%
Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%
Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts
WGA PRODUCTION 2007-2012
Career Account Threshold
38 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%
21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%
Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%
Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts
WGA PRODUCTION 2007-2012
Career Account Threshold
39 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Career Account Threshold
# of Accounts Book Revenues % of Total BookTop 20% 500 23,322,258$ 78.2%
21 to 40% 500 3,875,553$ 13.0%41 to 60% 500 1,740,899$ 5.8%61 to 80% 500 667,383$ 2.2%
Bottom 20% 500 210,241$ 0.7%Total 2500 29,816,334$ 100.0%
Total Book Average Account Size: 11,927$ Top 20% Average Account Size: 46,645$ Bottom 20% Average: 420$ Career Account Threshold* 12,500$ *Lowest revenue size of Top 20% of accounts
WGA PRODUCTION 2007-2012
40 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
# of Accounts Book Revenues % of Total BookTop 20% 337 15,041,167$ 77.3%
21 to 40% 337 2,573,964$ 13.2%41 to 60% 337 1,209,896$ 6.2%61 to 80% 337 455,012$ 2.3%
Bottom 20% 337 174,823$ 0.9%Total 1685 19,454,862$ 100.0%
Total Book Average Account Size: 11,546$ Top 20% Average Account Size: 44,633$ Bottom 20% Average: 519$ Career Account Threshold* 12,000$ *Lowest revenue size of Top 20% of accounts
P&C PRODUCTION 2007-2012
Career Account Threshold
41 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Career Account Threshold
Book Revenues % of Total BookTop 20% 155 8,134,349$ 78.6%
21 to 40% 155 1,360,830$ 13.1%41 to 60% 155 560,003$ 5.4%61 to 80% 155 227,113$ 2.2%
Bottom 20% 158 66,676$ 0.6%Total 778 10,348,971$ 100.0%
Total Book Average Account Size: 13,302$ Top 20% Average Account Size: 52,480$ Bottom 20% Average: 422$ Career Account Threshold* 15,000$ *Lowest revenue size of Top 20% of accounts
EB PRODUCTION 2007-2012
42 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Career (Target) Account Size
# of Accounts Book Revenues % of Total Book337 15,041,167$ 77.3%337 2,573,964$ 13.2%337 1,209,896$ 6.2%337 455,012$ 2.3%337 174,823$ 0.9%
1685 19,454,862$ 100.0%
Total Book Average Account Size: 11,546$ Top 20% Average Account Size: 44,633$ Bottom 20% Average: 519$ Career Account Threshold* 12,000$ *Lowest revenue size of Top 20% of accounts
P&C PRODUCTION 2007-2012
Book Revenues % of Total Book16 720,140$ 80.5%16 111,213$ 12.4%16 40,940$ 4.6%16 16,800$ 1.9%16 5,100$ 0.6%80 894,193$ 100.0%
11,177$ 45,009$
319$ 10,930$
KAWALSKI BOOKKOWALSKI BOOK
43 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
What type of account meets your career account threshold?
44 © 2012. All Rights Reserved. William Gallagher Associates Insurance Brokers, Inc.
Company Name Est. $ Law Firm Audit Firm VC Other
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COI's
Relationships That May Help You Win Target Account
TARGET ACCOUNTS
Qualified accounts on which you are strategizing on winning.
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HOW MUCH TIME WILL YOU SPEND PROSPECTINGHighlight Here Time Actually Blocked Off To Prospect
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Recent posts to WGA InsureBlog
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Events in November
Green Tie Gala AwardsWGA is sponsoring the NECEC’s Green Tie Gala honoring outstanding achievements in accelerating New England’s clean energy economy, hosting 2 tables with trading partners from Chubb.
THURSDAY, NOV 15 @ The InterContinental Hotel, Boston MA
Fast 500 for NY/NJ/PA Tri-State WGA is sponsoring the Deloitte Fast 500 Awards recognizing fast growing technology, media and entertainment, telecommunications, life sciences and clean tech companies.
WEDNESDAY, NOV 14 @ The Andaz Hotel, New York NY
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Calling Prospect to f/u on White Paper
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January Sales Summit
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Save the Dates
WGA Sales Summit THURSDAY January 10th - FRIDAY JANUARY 11th
Newport RI
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