Roger Sitkins, founder of the Sitkins Group, discusses findings from a recent Best Practice Study on how agencies can increase sales capacity. The conversation covers practical steps for sales leaders to grow their teams' output without adding headcount.
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Welcome to the Agent Leader podcast. My name is Brent Kelly. I am your host and thanks so much for joining me on another episode. Very excited. Today I have a guest with me. It's been a while since I've had a guest on the podcast. He's a guest that has been with me many times before. So if you've listened to this podcast, you've heard his voice and I'm sure you've taken some great information from him. But it's, it's been a while. So I've got Roger Sitkins, the founder and CEO of the Sitkins Group, with me today on the podcast. Roger, welcome to the Agent Leader podcast again.
Well, thanks, Brent. It's great to be here and I'm really excited about the topic here because it's, it's becoming very transformational with the agencies we're working with. So it's going to be exciting to share it.
Yeah, we're, we've been talking, if you've been listening to the podcast over the past few episodes, I started a series, I guess we'll call it a series on agency capacity. And I've talked about, you know, personal professional capacity, what that means. The most recent episode I talked about sales leadership capacity. And Roger's going to take this today. This is something we've been been talking about a lot internally. I know Roger has had probably many mornings and nights researching this and thinking about this. So he's got a whole list of things that we want to talk about today. Before I get to the specific conversation with Roger on capacity, make sure you've got your pen and papers ready to go. I always want to mention the mention. The mission of this podcast is to help you, the agency leader, gain clarity, build consistency, and make a commitment to become your best version possible. And not only is Roger my guest today, but co author of the book Best Version Possible. And as I mentioned before, if you want to get a copy of that book, just go to sitkins.com bvp so sitkins.com bvp and if you want to learn more about our experience, the process, what we do, how we partner with independent agencies that are looking for that next level of growth, and by the way, as we're going to talk today, increase their capacity. You can go to sitkins.comexperience to learn more about the experience. So Roger, you ready to talk about this important topic of capacity today?
Yeah, I sure am.
I want to start off and give an intro to this. I mean, we've, this is a conversation that we've had internally for a long period of time that I've mentioned. But I think it was, I don't say highlighted or maybe reaffirmed in the best practice study, Roger, that recently came out. And it was I don't know if it was early this year or late last year, but recently the the study came out. And I know you went through the whole thing and reached out to me and said, wow, there's some major things here. So I want to start with that because I think it leads into what we're going to get into with capacity today. And just from the audience perspective, what jumped out at you from the best practice study that came out?
Well, first of all, I would hope that that all the listeners are comparing, if they're not already a best practices agency, that they would be comparing their results against that because it is best practices. And I'm assuming you want to be best, sort of like best version possible. One of the things that jumped out at me right away, and we've talked about this a couple other times on the podcast, but I'm taking it even deeper now. In the beginning, you know, all the verbiage, three, four, five pages of words, whatever it was in all caps, that said it's all.
