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ARE YOU WILTING YET? by Grace Bauer If you're feeling yourself wilt on the job and think that you might be f...
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ARE YOUR CSRsSELLING MORE YET? by Grace Bauer Are you maximizing your agencys ability to touch your clients? In this article Grace Bauer offers guidelines t...
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ARE YOUR PRODUCERS DIAMONDS OR LUMPS OF COAL? Are your sales results less than exciting? Maybe your salespeople just don't have the right stuff . . . and never will. One leading psychologist, Mark ...
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ASK EMPLOYEES FOR SUGGESTIONS ON IMPROVING PERFORMANCE Paul Serwinek, Ph.D. A...
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If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”
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If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.
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ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...
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AUTOMATION'S IMPACT ON MERGERS AND ACQUISITIONS by Angela Bemiss The agency management system of both players plays a critical role in making the deal. With so many agenc...
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AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...
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How could this sentence have gotten anyone into trouble? 'We are delighted you'll be joining our team. We are confident this will be the beginning of a long and profitable relationship.'