A key to any company’s success is success of their agent force. And knowing the relative success of the agents is key to helping increase production or altering recruitment programs. The erw1 quartile reports can help you measure past, current, and estimated production from your sales agent force.

For maximum value, many options are offered to you such as including all agents or only those with production, or quartiling based on agent count or on a production figure. Here are some of the options:

• Include: Production Only or All Active Agents
• Business to Quartile: Closed, Written, Pending, Closed+Written
• Choose Statistic: AGCI, NAGCI, AgentCommission, CompanyDollar, Sides, Volume
• "Quartile-by" Production Statistic (1-48) or by #agents (49-96)

Above is a sample of a companywide quartile report (ERW1-5) for all agents having closed units. In this report, agents that had closed units of production in the close date range specified are placed in quartiles and ranked. Information includes:

• Agent name
• Agent (BOS) ID
• Office/Branch agent is assigned to
• The agent’s current status
• The agent’s start date
• The agent type, e.g. Full time, Part time, Manager
• The rank and quartile (quartile #1 is for agents within the 0% thru 25% range, 2 for agents in the 25% thru 50%, 3 for agents in the 50% thru 75% range, and quartile 4 for agents in the 75% thru 100% range.
• The total closed units
• The percentage that each agent is of the total closed units
• The running total of closed units starting from the highest producer
• The running total percentage of companywide. E.g, in the example above the top two agents had 46.15% of the units for the company.
• The percent of agent’s ranked. E.g. 30% of the agents were in quartiles 1 and 2. Also, looking at the figure for the third agent you can observe that 30% of the agents had 57.69 percent of the total closed unit production.

The above report, ERW1-29, illustrates report types that would include all agents that were active during the time covered by the report. Here, owners and managers will also observe which agents did not have production that would be in the fourth quartile.

To quartile the activity total of sales written PLUS closed production for a time period, the above format is used. For this report, ERW1-23, there is a column total for the closed units and another column for the written units. The total closed plus written column is the figure that is ranked for quartiling.

Many companies also calculate agent quartiles based on the number of producing agents. The above report, ERW1-53 illustrates this. In this report, closed unit producing agents are divided into four equal groups by the closed unit production ranking. This means that quartile one has the production of the top 25% of all producing agents.

Viewing the example above, you would learn for example, that the top quartile of producing agents, i.e. 25% of the agents, have 57.69% of the closed unit production of the entire company.

The above report illustrates the same quartiling method but includes all agents that were active at anytime during the time period. As shown, 16 agents were active and about 10 of them had production. (The agents without production made up most of quartile 3 and all of quartile 4).