Management

ARE YOU RUNNING IN PLACE OR RUNNING THE RACE? by Al Diamond In this document, Al Diamond identifies the four phases of agent activity that define the effectiveness of...

ARE YOU WILTING YET? by Grace Bauer If you're feeling yourself wilt on the job and think that you might be f...

ARE YOUR CLIENTS' HOME-BASED BUSINESSES COVERED? by James Cuprisin Many people are now running businesses out of their homes. With the advancements in computers and telecommuting technology, ...

ARE YOUR CSRS PROVIDING REAL CUSTOMER SERVICE? by Jack Fries Are your CSRs doing what you expect? How do your customers perceive the service that theyre receiving? Does the l...

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...

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 ...

ARE YOUR PRODUCERS SUBSIDIZED? by Chris Burand If you dont think youre subsidizing your producers, you might need to think again. The average agency spends b...

AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

ASK EMPLOYEES FOR SUGGESTIONS ON IMPROVING PERFORMANCE Paul Serwinek, Ph.D. A...

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.