BECOME AN EMPLOYER OF CHOICE: FIND AND KEEP GREAT EMPLOYEES by Diane Herbert and Pamela Millard Make your agency attractive to quality employees. Great employees look for g...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

COMPENSATION PROGRAMS THAT ATTRACT, RETAIN, AND MOTIVATE TOP PERFORMERS by Suzy Hammet Dont jump to the conclusion that you have to offer top-dollar salaries to attract the most ta...

CREATE WEALTH BY SHARING IT by John Jaques Over the last several years, I've noticed that higher-value, faster-growing, and superior-profit agencies have a strong willingness to sh...

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,...