HOW NOT TO HATE PERFORMANCE EVALUATIONS by Emily Huling Emily Huling explains that a properly executed performance evaluation can help both individuals and organizations improve. ...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

SIXTEEN WAYS TO SURVIVE A RECESSION AND BUILD YOUR SALES by Patricia Berry Managers who approach tough economic times with a get-down-to-the-essentials attitude come out of a r...