Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

ARE YOU A GOOD BOSS? by Maribeth Kusmeski Are you a good boss? Really? I know when I ask myself that question, I come to the conclusion that I could be better. So what makes a good...

It takes more than a job title and a loud voice to get an agency team to function properly. This applies to owners, managers, and supervisors alike, says Jack Fries.

CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...

Nancy Newbee is the newest trainee for LOCO (Large Old Co.), Inc. She was hired because she's bright, articulate, well-educated, and motivated. She's in her second week of training.

How to create a calm, cohesive, and accountable working team.
Personnel challenges are not uncommon when you’re a manager. But how does a manager know if the root of the problem lies in the employee or the manager?

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

HAVE YOU TRAINED YOUR EMPLOYEES TO DO THEIR JOB? by Curtis Pearsall If you're the owner or manager of an agency, take a few minutes and reflect on the structure of your staff. Do you have staff...

HEY BOSS, DID YOU EVER CONSIDER BECOMING A COACH? by Frank Herberg Boss, manager, supervisor. We've all had great ones, and some less than great. Some, especially the newly elevated...

PERSONALITY TYPES: THE HIGH-S PROFILE by Steve Anderson The high-steadiness (high-S) person is generally amiable, easy-going, and relaxed. Steady people may be perceived as low-key, undem...