Every single one of us is focused on new business. And we should be. For the last few years, I've been saying that new business will be the way we're all judged in the future... and I mean all of us... AE’s, managers, group leaders and, yes, even sales consultants.
If there’s one thing every single one of us—managers, sellers, corporate, and those of us who serve you—will be judged on in the next few years, it will be how effective we are at new business. As our transactional business continues to be challenged, this is one of the things we can control.