If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

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.

BANK LESSONS FROM JOINT VENTURES AND AGENCY ACQUISITIONS by Robert Smith The trade press has been filled over the course of the past two years with announcements of banks entering the agen...

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...

Every company faces crises that have the potential for doing serious damage to its reputation, image, and/or financial stability. Events that might’ve been minor or even unnoticed a few years ago could now wind up on the evening news or on page one of the newspaper. While some incidents are insignificant, others can be devastating. Yet when they occur it’s often difficult, if not impossible, to know whether the problem will evaporate or escalate, blow over or boomerang.

DRUG SCREENING YIELDS QUALITY WORKING PARTNERS Tucson Rubber Corporation is a manufacturer of rubber mechanical parts. The approximately 60 employees are predominantly entry-level workers with l...

HIRING THE RIGHT PRODUCER ...

HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...

IMPROVING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secre...

INCREASING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secr...