2016 BPS Study

Cross Category Comparison Detailed Data for All Revenue Categories

NEW PRODUCER HIRING

AGENCIES WITH REVENUES OF:

<$1.25M $1.25‐$2.5M $2.5‐$5M $5‐$10M $10‐$25M >$25M

% of Agencies that Hired New  Producers Las t Year Avera ge ‐ # of New Producers  Hired Las t Year Top Quartile ‐ # of New Producers  Hired Las t Year Avera ge Producer Success Rate over  pas t 5 years Top Quartile Producer Succes s Rate  over pa st 5 yea rs

14.7%

29.7%

48.9%

53.3%

87.2%

95.1%

1.4

1.4

1.3

1.9

3.0

7.8

2.0

2.0

2.2

3.3

6.0

17.1

80.7%

74.0%

64.5%

64.1%

60.8%

55.5%

100.0%

100.0%

100.0%

95.6%

88.3%

81.8%

Recruiting & Development Techniques:

Recruiting: Ta rgeted college recruiting  efforts /programs Use of outs ide recruiters

17.6% 29.4%

25.0% 25.0%

31.7% 34.1%

40.5% 48.6%

39.1% 56.5%

56.1% 73.2%

Use of s ocia l media as a recruiting  tool

35.3%

50.0%

39.0%

56.8%

60.9%

82.9%

As s es sment: Tes ting (s ales , pers onality,  intelligence ca pabilities, call  relucta nce, etc.)

64.7%

83.3%

85.4%

97.3%

95.7%

85.4%

Development: Interns hip Mentors hip

17.6% 58.8%

33.3% 70.8%

36.6% 78.0%

54.1% 89.2%

56.5% 87.0%

61.0% 92.7%

Technica l training Interna l

82.4% 64.7%

75.0% 79.2%

85.4% 80.5%

94.6% 78.4%

87.0% 80.4%

97.6% 75.6%

External

Sa les training Interna l

82.4% 58.8%

79.2% 91.7%

80.5% 78.0%

91.9% 83.8%

91.3% 82.6%

87.8% 73.2%

External

Selling structure: Required specia lization

35.3% 47.1% 14.7%

29.2% 54.2% 35.1%

26.8% 41.5% 46.8%

27.0% 70.3% 57.8%

37.0% 78.3% 51.1%

41.5% 82.9% 61.0%

Team s elling

As signed accounts

72