DEALING WITH SUBSTANCE ABUSE If you're in business, you must face some facts: 70% of all illegal drug users are employed either full or part time, suggest...

EFFECTIVE GOAL REACHING by Randy Schwantz Follow this four-step planning strategy to reach your goals. The key to achieving anything is to have a plan. More important, you need a ...

The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

EMPHASIZE LOSS CONTROL Dear (Customer Name): If you read the newspapers, you know the problems that most business owners are having obtaining affordable insurance. It's a problem...

EMPLOYEE ASSISTANCE PROGRAMS, 1 by Michael Manes 'Poor Old Mike' 'He was the best employee I ever had. Then, about two years ago, he started drinking. I really can'...

EMPLOYEE ASSISTANCE PROGRAMS, 2 by Bill Grieb Employees are valuable resources. They are also human beings, which means they have problems that may affect their performance on the jo...

EMPLOYMENT LAW: CLEARING THE MINEFIELDS by Donald Phin The way I look at it, most of today's employment lawyers (like most other professionals) do a poor job of working on their business...

ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

ERGONOMICS The term 'ergonomics' was first used in the 1950s. It comes from the Greek words ergos (work) and nomos (measurement). Ergonomics is the study of the interactions between the worke...