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Entrepreneur
February 2007
Kimberly L. McCall
How Healthy Are Your Sales? Give your sales a checkup by analyzing crucial data. mark for My Articles similar articles
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 mark for My Articles similar articles
CRM
December 13, 2013
Rogers & Stein
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
Entrepreneur
March 2004
Kimberly L. McCall
Trump Card Could adopting a straight-commission system be a good bet for your business? mark for My Articles similar articles
CRM
March 2011
Jim Dickie
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. mark for My Articles similar articles
Knowledge@Wharton Making the Case for Outside Sales Reps The payoff for a productive relationship with an outside sales force can be substantial... mark for My Articles similar articles
CRM
June 2014
Jim Dickie
A Case for Sales Coaching When time is short, technology may have the solution. mark for My Articles similar articles
Health
February 2008
The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout. mark for My Articles similar articles
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? mark for My Articles similar articles
CRM
August 2010
Jim Dickie
Managing to Succeed Sales reps seem to get most of CRM's attention - but what about their bosses? mark for My Articles similar articles
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? mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
Registered Rep.
June 1, 2007
All About the Benjamins Reps say the darndest things. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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 mark for My Articles similar articles
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. mark for My Articles similar articles
Entrepreneur
May 2006
Kimberly L. McCall
The Price Is Right Advice on winning the price wars. mark for My Articles similar articles
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." mark for My Articles similar articles
Entrepreneur
January 2003
Kimberly L. McCall
Training Day Coaching your reps on pushing a new product can help them play the selling game better. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
CRM
February 2014
Sarah Sluis
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
Pharmaceutical Executive
February 1, 2006
Nappi & Rodgers
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
Entrepreneur
October 2003
Kimberly L. McCall
Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive. mark for My Articles similar articles
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. mark for My Articles similar articles
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! mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
CRM
April 2015
Oren Smilansky
Athenahealth Increases Engagement with Force Management's QStream Platform The learning-based gamification program teaches reps better sales techniques. mark for My Articles similar articles
CRM
July 2007
Jim Dickie
Money Matters New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike. mark for My Articles similar articles
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. mark for My Articles similar articles
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. mark for My Articles similar articles
Entrepreneur
December 2001
Kimberly L. McCall
Down, Not Out Your reps not selling like they used to? Don't worry -- they can be rehabilitated... mark for My Articles similar articles
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. mark for My Articles similar articles