Dirk DeJong describes one of the most magnificent sales management and oversight systems I've encountered. 
Some features:
* high structured sales plans built on an annual basis and revised weekly
* Intensive selection and training program
* Specialization of focus for producers
* Growth hacking referrals by turning their customers into referrers

It's amazing! Much respect to Dirk and Frank H Furman agency and I feel very fortunate to learn from him!