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Salespeople
Articles tagged with Salespeople
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The determination of adequate compensation levels for the staff is one of the most difficult issues...
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There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.
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CONSULTATIVE SELLING WORKS! by Al Diamond In a soft market, dont sell your clients - help them! The only...
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I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.
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DEALING WITH THE PRODUCER WHO'S LEVELED OFF by Dave Kahle If a producers performance is lagging, heres how to turn the situation around. Every manager has, or will, c...
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It's difficult for agency owners to succeed at management. When the same person is responsible for insurance issues and management, the latter will almost always suffer. In this document, Jack Fries reviews the essential requirements of a competent manager.
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DO YOU REALLY CARE ABOUT YOUR CUSTOMERS? by Emily Huling Well, of course you care about your customers! At least, you believe you do. How do you show it? If you're like most of the sales...
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DON'T LET CHANGE CRIPPLE YOUR COMPANY by Emily Huling 'That's not our policy.' 'We tried that before and it didn't work.' 'It's not my job.' ...
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The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.
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EIGHT WAYS TO GET SERIOUS ABOUT MAKING SALES IN TODAYS ECONOMY by John Graham These eight selling lessons can apply in any economy. Stunned. Confused. Shocked. These thr...