Sales Acceleration

Overview

The Sales Acceleration workflow in Momentum AMS is part of Management / Reporting and is designed to drive agency growth by setting clear goals, monitoring staff performance, and motivating producers and CSRs with recognition and contests.

Set Performance Targets for Staff

Purpose: Define, align, and communicate sales performance expectations that support broader agency growth.

Workflow Goal: Establish clear sales objectives and performance metrics, align them with agency goals, and communicate expectations regularly.

Where in AMS:

• Click your Agency Name in the top-right corner.

• Select Agency Profile.

• Locate the Sales Goals section.

How It Works in AMS:

• Goals can be set by:

  • Timeframe: Monthly or Annual.

  • Measurement Type: Premium or Policy Count.

• Examples:

  • Monthly New Premium Goal: $100,000.

  • Annual Policy Count Goal: 500.

• These goals become benchmarks that can be used in performance reviews, reporting, and dashboards.

Best Practice: Review and update goals quarterly to ensure alignment with agency growth strategies and carrier production requirements.

Evaluate Staff Performance Progress

Purpose: Monitor staff results against established goals, keeping the team accountable and identifying where coaching is needed.

Workflow Goal: Review staff activity and production, highlight strengths, and address performance issues early.

Where in AMS:

• Navigate to Interactive Reports → Performance Assessment.

• Use the Sales Goals vs. Actual report for individuals or teams.

Step-by-Step Instructions:

• Run monthly or quarterly reports comparing premium/policy goals to actuals.

• Review metrics like quotes issued, policies bound, revenue generated, and close ratios.

• Conduct team or 1:1 check-ins based on this data.

• Provide coaching, celebrate wins, and document next steps for improvement.

Analyze Performance Gaps

Purpose: Identify areas where sales results fall short and design action plans to close the gaps.

Workflow Goal: Pinpoint issues using data (e.g., low close ratios, weak premium per policy) and create strategies for improvement.

Where in AMS:

• Use Interactive Reports → Production & Revenue and Performance Assessment.

• Filter by date, producer, or line of business.

Step-by-Step Instructions:

• Compare individual producers against benchmarks.

• Identify trends such as low quote-to-bind ratio or below-average revenue per account.

• Create micro-goals for struggling staff (e.g., increase follow-ups, improve bundling).

• Encourage peer learning by sharing best practices from high performers.

Recognize Staff Achievements

Purpose: Celebrate successes, reward top performers, and motivate the team through recognition.

Workflow Goal: Provide both formal and informal recognition to reinforce desired performance and behavior.

Where in AMS:

• Use Interactive Reports → Performance Assessment or Agency Overview Dashboard to track leaders.

Step-by-Step Instructions:

• Identify top performers by reviewing monthly/quarterly metrics.

• Recognize achievements during meetings, in newsletters, or through leaderboards.

• Consider rewards such as bonuses, gift cards, or public acknowledgment.

• Use this data to benchmark future performance and highlight candidates for mentorship.

Administer Performance Contests

Purpose: Boost engagement and create healthy competition aligned with agency sales goals.

Workflow Goal: Design and run contests that encourage staff to exceed their targets and promote agency growth.

Where in AMS:

• Contest tracking is done by leveraging Interactive Reports and Dashboards.

Step-by-Step Instructions:

• Define contest parameters: most new policies, highest premium, or best close ratio.

• Set timeframe (monthly, quarterly) and participant eligibility.

• Track performance using agency reports and dashboards.

• Update the team regularly with progress updates.

• Announce winners publicly and award prizes promptly.

✅ Outcome: By combining goal-setting, progress monitoring, performance analysis, recognition, and contests, Momentum AMS provides agencies with a structured system to accelerate sales while motivating and retaining top talent.