SALES TRAINING KICK-OFF

Welcome to Summit!

Your role as an Agency Executive is crucial to our company. We are glad you're here.

Sales Training Kick-off

Start

Welcome! The goal of this training is to define the role of an Agency Executive, outline the expectations for your new role, and introduce you to why Summit is the premier Worker's Compensation provider in your territory.

We are so excited to have you join our Summit family! People are our business. Our employees create lasting relationships with the people we serve because we understand how workers' compensation insurance can affect a business owner or the entire family of an injured worker. As you move through these training modules, you will get to know Summit and the role of an Agency Executive better. There will be regular face-to-face check-ins that will give you an opportunity to ask any questions that arise and provide you with opportunities to practice the skills included in these trainings. Our goal through these trainings is to define the role of an Agency Executive (AE) and to communicate the expectations of an AE that will ensure establishing Summit as the premier workers' comp provider in your territory.

Knowing the People Who Know

Our dedication to the Customer Relationship

By demonstrating our shared values, we create opportunities to distinguish Summit from competitors and build trust and awareness among our customers

Members of Team Summit are dedicated to providing customers with More Access, More Know-How, and More Commitment. We demonstrate customer service behaviors that reflect our shared values.

During every customer interaction, we:

• Provide assistance and/or resolution.
• Express appreciation for the opportunity to serve.
• Offer personal access going forward.

What we Execute

More Access

More Know-How

More Commitment

More commitment from a partner who has the willingness to solve problems that others can't and takes a long-term view of the relationship.

More access to a partner who is easy to reach and highly responsive whenever you need them.

More know-how with better answers from real experts and industry veterans who know workers' comp, your business, your customers and your region.

We Value:

We Value:

We Value:

Availability We are easy to reach. Reliability We can be counted on.

Curiosity We never stop learning. Capability We find the answers.

Loyalty We make others our priority. Responsibility We get the job done.

The Role of an Agency Executive

Take a moment and consider the following questions... What is your new role as an AE for Summit? What support do you need in order to feel accomplished? What does a good business to business relationship look like? How will I overcome challenges that I face with my new role?

Our goal is to assist you in answering those questions throughout your learning process. First, let's examine the three primary areas that an Agency Executive's job falls under.

01

"Buckets" of the AE Role

Agency Management

Summit sets itself apart through its agency management. This is where we introduce ourselves and our customers begin to "know the people who know workers' comp." As an AE, you are the key point person for the Summit relationship. We also want the agency to know the service team: claims, underwriting, loss prevention, and premium audit. We want the agency to know our leaders. It's this wholistic approach of building relationships that leads to our mutual success. We also approach every interaction as an earning opportunity to win a customer's business.

There are three primary areas of your new Agency Executive role that will be necessary for you to learn about in order to ensure a good business to business relationship. All aspects of your work will fall within one of these three "buckets".

03

02

Account Management

Field Team Management

Your Summit Field Team will be crucial to your success as a Summit Agency Executive. The most successful AEs act as a team captain or quarterback for their territory. They regularly meet with their teammates and keep them updated on what is taking place with the different agencies they serve. As an AE, you will also make sure that the members of the field team meet the personnel at the agencies.

Having the knowledge of the life of an insurance policy will be key at the beginning of your AE journey. The underwriting department evaluates businesses to determine the risks and benefits of a policy. Working closely with the underwriter on your field team will be key to managing policy communications and documentation and ensuring that the policy has appropriate coverage.

There are core competencies that will be explored throughout the training blocks. These competencies define the expectations of a Summit Agency Executive. Mastering these competencies will be an integral part of your success as an AE. The main competencies are listed below. Please refer to your training manual for the full and complete list.

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Core Competencies of an AE

Communication

Customer Service

Meeting Management

Places a high priority on internal and external customer's perspective when making decisions and taking action.

Conveys information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message.

Effectively prepare, conduct, participate in and follow up on business meetings.

Territory Management

Industry Knowledge

Negotiating

Knowledge of practices, tools and techniques for managing and maximizing business objectives for a geographical area.

Full spectrum knowledge of activities, practices, tools, and considerations for understanding the department and areas process.

Effectively exploring alternatives and positions to reach mutually beneficial sales agreements that gain customers' acceptance and commitment.