AGENCY MANAGEMENT 202 by Carol Hammes Often, its not money that motivates people as much as it is the environment. Few people will leave a job for additional compensation unless other...

EVALUATING PRODUCERS by Catherine Oak The more effectively your agency evaluates and manages producers, the better for them and you. Whos responsible for sales managem...

PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...