One of the most effective ways that management can boost employee performance is by holding them accountable for their actions. In the insurance industry, success is driven by sales and round outs. As an insurance agent, not only do you want to sell policies, but you want to encourage your clients to bundle and renew policies time and time again. Since management cannot make every sale, and your employees are on the front-line, how can you encourage employee accountability?

For some, personal accountability is something that comes naturally. There are many individuals who value the importance of their work and consistently strive to understand how their performance impacts the company. However, you already know that not every employee is the same.

Consider boosting employee performance within your insurance agency by implementing structured goals and keeping employee input involved in the process.

Ask this:

• What are your responsibilities? An employee who understands what is expected is going to be much more efficient at meeting and exceeding the goals as they relate to those responsibilities.
• How can you be more effective? Perhaps there is a tool or something management can do to increase productivity. Technology driven sales systems are becoming increasingly popular – perhaps this is something your employees feel they could utilize.
• What are your daily goals? What are the agency’s goals (quarterly, annually, etc.)? This can help employees to understand how their personal accountability fits in with the rest of the agency.

Of course, without a tool to measure success or failure, there is no way to push employee accountability. Once your employees understand the desired performance, consider giving them the tools to measure their performance. With automated marketing systems, lead generation technology, and sales systems that can monitor prospects and report on efforts made to close deals, this is easier than ever before. Have you considered what a technologically supported sales system could do for your agency and the accountability of your agents?