How to determine if your agency or brokerage has a true sales culture

Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”

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,...

MANAGING DOWNSIZING, LAYOFFS, AND RIFS by Don Phin Many companies are facing the reality that they have no alternative to eliminating hours, reducing pay, or terminating employees nd...

TRADE SHOWS CAN BE PROFITABLE TRADE SHOWS MORE PROFITABLE THAN AGENCIES MAY IMAGINE Many agency owners see trade shows as expensive and frivolous events that benefit the show's organizers more ...