If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

ELEVEN WORKERS COMPENSATION ISSUES by Preston Diamond When the nations legislative landscape was dominated by health care reform and relatively stable Workers Compensation rates in...

Professional Agency Reviews invariably reveal backlog in most of the profit centers (Personal Lines, Commercial Lines, etc.). There’s no way to do regular account reviews for Personal Lines and small Commercial Lines, because the CSR 'doesn’t have time.' In this document, Jack Fries tells you how to motivate people to eliminate backlog and provide customers with the service that they deserve.

E-MAIL MARKETING: BOON OR BANE? by Jack Burke E-mail is fast, direct, and inexpensive. Whether youre an e-mail marketing novice or veteran, this document by Jack Burke will give you tips f...

E-MAIL MARKETING: DON'T TEST SURVEY! by Patricia Berry Because of its incredibly low cost, e-mail harbors a temptatio...

E-MAIL MARKETING: METRICS 101 by Patricia Berry The beauty of e-mail is that when done right, those who interact with you through e-mail are even more likely to become long-term,...

EMERGING E&O LOSS EXPOSURES by Ken Buehler With so many new concepts, new types of business, and changes in existing insurance products, insurance agents need to be more diligent than ever i...

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and stay with yo...

EMPLOYEE CONDUCT AND THE AMERICANS WITH DISABILITIES ACT by Don Phin Most employees with disabilities can maintain acceptable conduct in the workplace. However, on occasion, some employee...

Most workplace accidents occur in 'safe' workplaces. Why? Employee error.

What can you do? Employee motivation.

This article tells you to develop and implement an employee motivation program.