How Manulife Motivates its Sales Team

Patricia Kerr's marching orders sound simple: “Our goal is to grow sales,” she says.

Making that happen, however, means tackling one of the toughest questions in business: What motivates people?

At Manulife Canada, there's more than one answer. But all of them come under the heading of “improving the adviser experience,” and all of them come under the purview of Patricia Kerr, CMP. Leading a team of 12, including five full-time meeting planners, Kerr began her 12th year at Man

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