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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."
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.
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 July 2007 Jim Dickie	Money Matters New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.
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.
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 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.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet for your business?
CRM December 13, 2013 Rogers & Stein	Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.
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.
Registered Rep. June 1, 2007	All About the Benjamins Reps say the darndest things.
Entrepreneur May 2006 Kimberly L. McCall	The Price Is Right Advice on winning the price wars.
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.
CRM May 2004 David Myron	Is Your Compensation Plan Undermining Your CRM Initiative? How to create incentive plans that are in line with your corporate strategy.
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.
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.
Pharmaceutical Executive July 1, 2005 Mark A. Stiffler	Sales Management: Pay-for-Performance Incentive management helps align sales force strategy with pharmaceutical reps' compensation.
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.
Pharmaceutical Executive May 1, 2005 Jennifer Juergens	Recognize Reward Retain: The Three Rs of Performance Management A recent study affirms that incentive programs can boost performance up to 44% if conducted in ways that address all issues related to performance and human motivation.
Registered Rep. January 1, 2005 David A. Gaffen	Wachovia Goes Halvesies Keep it simple. That's the idea behind Wachovia Securities new grid, one that offers a round 50 percent payout to brokers, once they pass a $9,000 production threshold.
Health February 2008	The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout.
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.
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 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.
Entrepreneur October 2003 Kimberly L. McCall	Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive.
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 Nick Clarke	Apply Sales Strategies To Your Job There are lessons to be learned from sales people that can be applied to any job.
Registered Rep. December 1, 2005 Kevin Burke	Edward Jones: Whistle While You Work According to survey results, financial advisors working at this financial firm seem to be living a charmed life. Here's why.
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.
Investment Advisor September 2009	Broker/Dealer of the Year, Division II Quick company stats of The Investment Center.
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.
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 February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Entrepreneur January 2003 Kimberly L. McCall	Training Day Coaching your reps on pushing a new product can help them play the selling game better.
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.
Entrepreneur November 2005 Kimberly L. McCall	Split Decision Is hiring part-time sales reps a good idea?
Investment Advisor July 2006 Kathleen M. McBride	B/d Briefing: Two Faces of Wall Street Few financial professionals expect to work a 40-hour week on Wall Street. So it was surprising to see the extent of rep participation in class-action lawsuits over broker overtime, and the astounding settlements that have been awarded.
CRM April 2015 Oren Smilansky	Athenahealth Increases Engagement with Force Management's QStream Platform The learning-based gamification program teaches reps better sales techniques.
Pharmaceutical Executive February 1, 2012 Wilcox et al.	Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
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?
Investment Advisor September 2006	Woodbury Financial services Woodbury Financial is a big firm, with nearly 2,000 producing reps, and a big corporate parent in the form of The Hartford. But a simple comment on a Broker/Dealer of the Year ballot from one of Woodbury's reps was instructive on the firm's personal appeal to reps.
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.
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.
CRM November 24, 2015 Oren Smilansky	Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing.
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.
Registered Rep. July 1, 2006 Halah Touryalai	Ready to Punch the Clock? Most registered reps compare themselves to professionals, such as doctors and lawyers. However, it seems that according to an interpretation of federal law, financial advisors may be held to the same labor law standards as an hourly employee.
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.
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.
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.
Pharmaceutical Executive November 1, 2006 Barricklow & Bandy	Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives.