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CRM December 13, 2013 Rogers & Stein	Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.
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.
HBS Working Knowledge March 1, 2004 Jonathan Byrnes	Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively.
CRM March 1, 2008 Anupam Agarwal	Bringing Science to Sales Existing CRM deployments can help with mastering the art of the deal.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet for your business?
Registered Rep. September 1, 2005 Janet C. Arrowood	Calling in a Specialist For reps wishing to sell more insurance, there is an option: leaning more heavily on an insurance specialist. Insurance is something that most clients need, and by supplying them with it, the advisor is fulfilling the most important part of his calling.
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.
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 May 1, 2005 Steven Tarnoff	How to Keep Out of Regulatory Quicksand Pharma sales teams may soon need law degrees just to keep up with the changes in federal and state mandates.
CRM May 28, 2015 Oren Smilansky	LiveHive Releases Group-Email Features for Sales Organizations New email automation tools give sales teams a deeper understanding of prospects' engagement.
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."
CRM June 2012 Jim Dickie	Sales Reps Find Strategic Aid with SAM An underused technology offers huge potential. Strategic Account Management is a concept the vast majority of sales organizations embrace as something that is mission critical or very important to their success.
Registered Rep. April 1, 2008	Meet the Indies Choosing an independent broker/dealer to join isn't easy. We speak with five heads of independent broker/dealers about their businesses, an why you should join them.
AskMen.com July 24, 2015	Is Increasing Your Rep Count Always Good? In Paul Wade's book, entitled Explosive Calisthenics, you'll find him breaking down just why adding reps on their own won't cut it, particularly if you're going for explosive bodyweight strength.
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
AskMen.com John Romaniello	Training For Size: Part 1 When guys attempt to decide on a training program, one of the first questions they ask is: "What's the best set and rep scheme for gaining muscle?"
AskMen.com John Romaniello	Training For Size: Part 3 Over the last two installments of this series, I have shared some basic and intermediate training protocols with you.
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.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Entrepreneur December 2005 Kimberly L. McCall	Money Talks Motivate sales reps with the almighty dollar.
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
Registered Rep. January 1, 2006 Halah Touryalai	The Winner's Curse Many advisors independent b/ds recruit have now unrealistic expectations: They want full technical and marketing support, as well as help understanding products and asset managers.
Pharmaceutical Executive August 1, 2008 William Schiemann	Do Something! Seven steps you never knew that could fix the sales force.
Entrepreneur May 2006 Kimberly L. McCall	The Price Is Right Advice on winning the price wars.
Registered Rep. September 1, 2005 John Churchill	The Battle at Home In today's competitive environment, it doesn't take long for a soldier/rep's book to fall prey to poachers.
Entrepreneur April 2006 Kimberly L. McCall	Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation.
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.
Nutra Solutions June 1, 2005	Hidden Drug Costs Up to five salespeople from the same company may call on the same doctor about the same product. Drug makers spend over $7 billion on such calls each year, compared to $4 billion on direct-to-consumer advertising.
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.
Investment Advisor September 2010 James Manouse	IA Soapbox: B/D Marketing Departments Are Wrong A marketing department must help to make the affiliated rep the dominant rep in their local area.
Pharmaceutical Executive October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
Entrepreneur October 2003 Kimberly L. McCall	Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive.
CRM April 2013 Kelly Liyakasa	Sales Reps Are Falling Short of Their Goals Short-term strategies and a lack of automation could be culprits.
Pharmaceutical Executive January 1, 2006 Davenport & Fisher	Sales Force Survey Base pay is up and incentives are easier to earn as the pharmaceuticals industry tries to hang onto top performers and attract new talent.
Investment Advisor October 2007 Kathleen M. McBride	A Shot in the Dark When giving advice on investments as full-service reps do, what is that worth as opposed to taking orders for execution as discount brokers do? It has been difficult to analyze whether full-service representatives are getting paid what they are worth, relative to their peers.
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.
Registered Rep. November 1, 2007	Practice Makes Perfect Many independent broker/dealers are shifting their drive for growth inward, developing programs to help advisors build their businesses, as well as attracting new talent with incentives such as sign-on bonuses.
Registered Rep. June 1, 2007	All About the Benjamins Reps say the darndest things.
Pharmaceutical Executive May 1, 2005	What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees.
Pharmaceutical Executive February 1, 2007	Thoughtleader: John Bailye, Dendrite John Bailye talks about the growth of pharmaceutical sales force automation - and about the latest technology to find its way into the rep's arsenal: phone-based SFA.
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.
Pharmaceutical Executive November 1, 2014	Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.
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.
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.
CRM January 2012 Judith Aquino	Turn Your Sales Reps Into Challengers In a tough sales environment, an assertive sales rep trumps relationship builders.
Registered Rep. April 1, 2009 Halah Touryalai	No Buyers--Still--For AIG-owned B/Ds AIG announced its plan to sell its independent broker/dealers back around October 2008. Six months later, nothing has changed except that reps we spoke to are even more frustrated. Some say they are ready to bolt.
Knowledge@Wharton	Making the Case for Outside Sales Reps The payoff for a productive relationship with an outside sales force can be substantial...
Entrepreneur May 2006 Barry Farber	Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
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.