GOOD COMPENSATION PLANS ATTRACT GOOD PEOPLE by Mark Shlien Many agencies have had to change their approach to compensation during the recession. Faced with declining revenues and profits,...

GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...

GUIDELINES FOR FIRING EMPLOYEES by Don Phin When employers ask if they can terminate employees, theyre really asking, If I fire them, can they sue me? Before y...

HIGHER EXPECTATIONS EQUAL GREATER PROFIT MARGINS by Carol Hammes Greater profit margins and elevated agency values are the direct result of higher levels of productivity attained by...

HOW DOES YOUR STAFF MEASURE UP? by John Jaques The single best measure of an agencys management, professional personnel, quality of performance, and potential for profits remains employee...

HOW TO EVALUATE AND PAY CSRs By Bill Schoeffler and Catherine Oak The value of a great customer service representative (CSR) can't be underestimated-just ask any agency owner ...

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.

IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...

Many producers, whether they're involved in agency management or not, depend on CSRs to help maintain their current book and deal with...

JOB DESCRIPTION: SALES CENTER COORDINATOR OBJECTIVE: Under the direction of the sales center manager, provide sales center support in obtaining and maintaining leads and dates and p...