SALES TRAINING KICK-OFF

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

Welcome to Summit!

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.

Sales Training Kick-off

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.

What we Execute

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

During every customer interaction, we:

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

Our dedication to the Customer Relationship

Knowing the People Who Know

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.

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

We Value:

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

We Value:

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

We Value:

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 Commitment

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

More Know-How

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

More Access

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.

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?

The Role of an Agency Executive

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.

03

Field Team Management

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.

02

Account 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.

01

Agency Management

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".

"Buckets" of the AE Role

Core Competencies of an AE

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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.

Territory Management

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

Industry Knowledge

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

Negotiating

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

Meeting Management

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

Customer Service

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

Communication

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