A lsquo;FAILED PLAN AND THE SOLUTION By Al Diamond This letter from an Agency Consulting Group client, together with my reply, speak for themselves: Dear Al, I...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

CSR PROFIT-SHARING INCENTIVES Here are suggestions for CSR incentives: For CSRs who remain with the agency for a full year, split 25% of the increase in the commission incom...

EMPLOYEE PERFORMANCE EVALUATIONS by Troy Campbell The day of the annual performance review is the one you most look forward to during your work life. (Ha!) Systems for evaluating performance have b...