HOW TO FIND GOOD QUALIFIED PROSPECTS by Stephen Anderson One of the key ingredients for a successful marketing program ...

According to Dr. Rollin Glaser, a specific formula can be followed to improve employee performance. It affects five basic areas:
Goal setting
Delegating
Training and development
Coaching and counseling
Performance appraisal interviewing
Having litigated performance issues for the past 15 years, I can tell you that Glaser is right on the money. Let me touch on what he has to say about each of these subjects.

HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...

HOW TO LOSE MARKET SHARE TO THE COMPETITION by Jack Burke This is intended to be a wake-up call for some insurance companies and all independent insurance agencies. The world of business ...

HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...

HOW TO PASS THE REINS by Sharon Cunningham Ron Hort...

If you're thinking about what will be happening on the business scene in the future, the first step is to clear your mind of several popular misconceptions. More than ever, it will be dangerous to harbor-let alone act upon-erroneous ideas which can lead a business down the wrong road.

HOW TOPROSPER IN ANY MARKET by Edward Curry You and your companies can work smarter together, regardless of market conditions. During a hard market, some companies impos...

HOW TO RECOGNIZE AND PREVENT FRAUD OR EMBEZZLEMENT by Alison Jones and Steve Flowers Many articles have been written about increasing an agency's income by instituting a formal planning proce...

HOW TO REMAIN COMPETITIVE IN A CHANGING INDUSTRY by Sharon Cunningham Sharon Cunningham's consulting visits with agencies hav...