If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

CONSULTATIVE BROKERAGE: A THINKING PLAYERS GAME by Rob Ekern Selling, like golf, requires careful thought. As a young man, I occasionally played golf on a competitive ba...

CONTINUING EDUCATION (CE) AT A REDNECK FESTIVAL! by Mike Manes Mike Manes' biggest challenge in this article is deciding what to explain...

ETHICS IN LIFE INSURANCE AND RELATED FINANCIAL SERVICES by Samuel H. Weese, Ph.D., CLU, CPCU and Egnar F. Jensen In recent years, ethics has become a highly visible issue in the world of financial ...

At least 30,000 attorneys in the U.S. claim that they're practicing employment law. Statistically speaking, what holds true for any profession is true for employment lawyers: Half are above average and half are below average. How do you distinguish one from the other? How can you find out which lawyers or firms are in the top 5%? Don Phin discusses the questions you should be asking.

HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...

P.R.: SEPARATE FACT FROM FICTION by Michael Maynard Public relations is often improperly or ineffectively used, giving businesspeople, as well as the public, a warped view of P.R. In th...

SPRINGTIME QUESTIONNAIRE Check if yes: Home YES ...

THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...