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Entrepreneur February 2007 Kimberly L. McCall |
How Healthy Are Your Sales? Give your sales a checkup by analyzing crucial data.  |
Inc. September 1, 2009 Hofman & Joyner |
A Sales Force Built Around Cold Calling To thrive in a recession, the sales force at iCore Networks focuses on cold calling  |
CRM December 13, 2013 Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.  |
CRM December 2004 Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell.  |
Job Journal February 19, 2006 Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice.  |
Entrepreneur March 2004 Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business?  |
CRM March 2011 Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time.  |
| Knowledge@Wharton |
Making the Case for Outside Sales Reps The payoff for a productive relationship with an outside sales force can be substantial...  |
CRM June 2014 Jim Dickie |
A Case for Sales Coaching When time is short, technology may have the solution.  |
Health February 2008 |
The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout.  |
Entrepreneur December 2003 Kimberly L. McCall |
End Game The year's almost over, but it's no time to let your guard down. What can you do to keep sales from going into hibernation?  |
CRM August 2010 Jim Dickie |
Managing to Succeed Sales reps seem to get most of CRM's attention - but what about their bosses?  |
Entrepreneur February 2003 Kimberly L. McCall |
Hot for Cold Calls It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone?  |
Entrepreneur January 2006 Kimberly L. McCall |
Surface Tension Give sales reps a break before their stress bubbles over. Here are tips from an expert to ensure your reps don't get frazzled.  |
CRM November 30, 2012 Brian Kardon |
How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy.  |
Entrepreneur December 2004 Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business.  |
Pharmaceutical Executive January 1, 2007 Davenport et al. |
Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.  |
Registered Rep. September 1, 2004 Will Leitch |
For Advisors, 2003 Was a Better Year The fortunes of advisors took a turn for the better in 2003, according to the annual report from the Securities Industry Association.  |
Financial Advisor August 2005 David J. Drucker |
An Uncommon Practice Management Guru What's so special about Joni Youngwirth? How about the career history and specialized training that make her the perfect advisor to reps, not to mention the passion she brings to her position, vice president of practice management.  |
Pharmaceutical Executive August 1, 2005 |
Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk.  |
Registered Rep. June 1, 2007 |
All About the Benjamins Reps say the darndest things.  |
Pharmaceutical Executive May 1, 2005 Rosenthal & Herman |
Nobody Does it Better Keeping district managers in the field is just one way to keep your sales force productive.  |
Registered Rep. October 1, 2005 Matt Barthel |
Insurance and the Generation Gap Reps historically have been reluctant to sell life insurance because of the steep learning curve associated with the products, and there is evidence that many still are hesitant to put forth the effort necessary to grasp the products' nuances.  |
CRM November 2015 Oren Smilansky |
Embrace Formal Sales Coaching For sales leaders, guidelines are not always the preferred method, but they can have a big impact on the bottom line  |
Entrepreneur April 2004 Kimberly L. McCall |
Fighting Mad Is infighting among your sales reps sidelining your business? Try these tips to get back on track.  |
Entrepreneur May 2006 Kimberly L. McCall |
The Price Is Right Advice on winning the price wars.  |
Registered Rep. February 21, 2007 John Churchill |
Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral."  |
Entrepreneur January 2003 Kimberly L. McCall |
Training Day Coaching your reps on pushing a new product can help them play the selling game better.  |
Registered Rep. July 24, 2006 John Churchill |
Despite Increased Competition, Rep Comp Stays Strong The brokerage industry is an increasingly difficult job market to break into, and an even harder one to stay around in. But for those who succeed, it continues to provide a pretty nice living, according to the SIA's 2005 Production and Earnings Survey.  |
Financial Planning July 1, 2006 David J. Drucker |
Fee-Based Confusion Cambridge, Commonwealth and Securities America aren't your father's broker-dealers. Although they count reps of all compensation stripes within their ranks, they're clearly leading the new generation to a more professional business model.  |
CRM February 2014 Sarah Sluis |
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics.  |
Pharmaceutical Executive May 1, 2005 Sibyl Shalo |
Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week.  |
HBS Working Knowledge August 2, 2004 Jonathan Byrnes |
Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied.  |
Entrepreneur October 2005 Kimberly L. McCall |
Closer Call Looking for a few good salespeople? There are a handful of traits that will bring your reps the most closed sales and repeat customers.  |
Registered Rep. March 1, 2007 |
The Road to Independence For some wirehouse reps, the business risk of facing a market downturn without the safety net of a big Wall Street firm is too great. That's why the first thing you need, indie reps say, is commitment.  |
Investment Advisor September 2006 Melanie Waddell |
Next Financial Group Only seven years old, NEXT Financial has won broker/dealer of the year honors for the sixth year in a row, and did it in three different divisions as its rep force has grown.  |
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers |
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.  |
Pharmaceutical Executive January 1, 2009 Carrie Fisher |
Uneven Landscape The headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.  |
CRM November 20, 2006 Dennis Costello |
Leveraging the Employee Life Cycle Retaining good sales reps is a constant challenge for businesses today. Here are four ways to stem sales force turnover.  |
Entrepreneur October 2003 Kimberly L. McCall |
Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive.  |
Registered Rep. October 1, 2006 Janet Arrowood |
Protect Your Clients, Protect Yourself If registered reps don't sell their clients life insurance, someone else will -- and that's a risk reps probably shouldn't take. At least, that's one conclusion that can be drawn from the results of two separate studies.  |
AskMen.com May 16, 2012 Vince Del Monte |
15-Minute Workout This is a workout designed for individuals seeking maximal muscular development and leanness by trashing all the critical growth fibers in one insane 43-rep set on the same body part. It's called the 16-12-25 workout. Yikes!  |
Investment Advisor November 2008 Robert F. Keane |
Problem Solver Coastal Financial Advisor Dennis O'Brien wants to help people, and the more difficult their situation, the more he likes helping them.  |
CRM August 7, 2015 Alex Terry |
5 Sales and Marketing Problems that AI Can Solve Lead-qualifying AI will work 247, never call in sick, and will follow up on 100 percent of leads. Best of all: Customers won't know the difference.  |
CRM April 2015 Oren Smilansky |
Athenahealth Increases Engagement with Force Management's QStream Platform The learning-based gamification program teaches reps better sales techniques.  |
CRM July 2007 Jim Dickie |
Money Matters New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.  |
Registered Rep. December 1, 2005 John Churchill |
UBS: You Against Us? According to rank-and-file reps surveyed, UBS brass did a lot of things right this year and can take a bow -- and then quickly straighten up and fix the rest of what reps say is still ailing the firm.  |
CRM December 2011 Jim Dickie |
Sales Collaboration: Can I Get a Little Help Here? Keeping pace in a changing world is difficult. So what can companies do to make that easier? They can make the right types of investments in sales collaboration CRM solutions.  |
Entrepreneur December 2001 Kimberly L. McCall |
Down, Not Out Your reps not selling like they used to? Don't worry -- they can be rehabilitated...  |
Financial Planning May 1, 2007 Andy Effron |
Practice Tips Finding time to recruit reps and grow your practice can be challenging. But if you're willing to supervise, perform audits and have a Series 24, you can potentially act as an Office of Supervisory Jurisdiction and collect overrides from reps.  |