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What is a "typical" day like for a Western & Southern Sales Representative?
Job Duties
As a Sales Representative for The Western & Southern Life Insurance Company (Western & Southern), you will manage an "account" of 200-400 existing clients. You will provide services for these people when they need to add a beneficiary, when they have a question, or when they want to purchase another product. This "account" gives you an opportunity to find out about their changing needs, and it also allows you to ask them for referrals to their friends who may need your products and services.
In the beginning, your day will start with a meeting with your manager to review the previous day and go over that day's activities. Then you will check your paperwork – for example, you may have a district meeting or personal development/training session to attend. You will spend at least an hour studying product information or developing sales skills; afterward you will review what you learned with your manager.
The rest of your day will be spent on the phone or at an event marketing activity prospecting for appointments and going on sales calls, often with your manager, especially at first. You will have 16 appointments scheduled each week, and you will make 16 for the next week. You may even spend some more time studying before you go to bed. You will remain busy and be learning all the time. The "learning curve" is steep – but as you learn more and gain confidence in your ability to make a sales presentation – and this happens faster than you would imagine – you focus more and more on building relationships and making sales.
Financial Focus & Prospecting
While you have to be friendly and enjoy interacting with people, that is only the beginning of a successful client appointment. Your goal as a Western & Southern Sales Representative is to help clients understand their financial needs and goals. You accomplish this by "fact-finding" – asking probing questions, getting to know your prospect's needs – and by establishing a solid, long-term relationship based on your ability to give sound advice.
Using your laptop computer and Western & Southern’s fact-finding software, Financial Focus, you can explore the client’s insurance or financial needs. The Product Profiler segment of this software will assist you in determining how Western & Southern’s products will help meet their needs and goals.
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See if a Sales Career at The Western and Southern Life Insurance Company could be a match for you. Do you want to know more? Send us your questions in an e-mail.
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