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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.
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.
Health February 2008	The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout.
Registered Rep. June 1, 2007	All About the Benjamins Reps say the darndest things.
The Motley Fool September 15, 2011 Frank Vinluan	GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago.
Pharmaceutical Executive March 1, 2006 Jeff Brady	Sales Management: Spending Under Scrutiny Five states have already mandated that drug companies track, control, and report their marketing and sales spend directed at healthcare professionals, and many more states have legislation pending with distinct requirements.
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. 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.
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.
Registered Rep. September 13, 2010 Susan Konig	Wirehouse Recruiting Stalls, Deals Keep Rising but Fewer Advisors Moving These days there are a lot more strings attached to recruiting packages and in the current market they're not great for brokers or firms.
CFO June 1, 2010	How to Turn Off Your Customers A survey reveals the worst practices of sales reps.
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 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.
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 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.
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. April 28, 2003 David A. Gaffen	Wachovia's Banking Unit Has New Deal for Reps Wachovia Securities, which offers reps several different affiliation levels, has predictably come up with a recruiting deal that has several different plans reps can choose from. This particular deal is only for those reps applying to work in the bank branches.
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 October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its 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.
Pharmaceutical Executive November 1, 2005	Thought Leader: A Q&A with Steve Rauschkolb With new guidelines pressuring companies to demonstrate superior value, and an environment that will tolerate little else, pharma firms are looking toward innovation and technology to create better training methods.
Registered Rep. November 1, 2006 John Churchill	A.G.E. to Catch a Rep Instead of buying brokers like its peers with offers of big upfront forgivable loans, A.G. Edwards is offering its own reps bonuses for successfully recruiting good reps.
Registered Rep. September 12, 2011 Susan Konig	Recruiting Has Been Tough in 2011 but Experts Say It Should Improve Next Year As a result of challenges wirehouse managers are looking to recruit from places they typically didn't in the past.
CRM November 2009 Lauren McKay	Pharmaceuticals -- CRM Undergoes an Experimental New Treatment An older CRM vertical gets a new dose of on-demand technology.
Pharmaceutical Executive November 1, 2008 Tousi & Lee	Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies.
Pharmaceutical Executive May 1, 2005 Manson & Katzenberg	Unleash the Tablets In their rush to get tablet PCs into reps' hands, pharma companies can't forget one crucial step--training.
Registered Rep. April 29, 2009 Halah Touryalai	Wirehouse Advisors Switch Firms in March The number of reps switching broker/dealers during the month was up 34 percent versus the number who switched in February.
Entrepreneur May 2006 Kimberly L. McCall	The Price Is Right Advice on winning the price wars.
Food Engineering May 2, 2007	Control System Integrators Association: Profile Section Advanced Automation... Aseco Integrated Systems... Elm Electrical, Inc... River Consulting... etc.
Registered Rep. July 7, 2004 David A. Gaffen	Ryan Beck Increases Recruiting Offers, Starts Ad Campaign Ryan Beck, a regional investment banking and brokerage firm concentrated in the Northeast, is stepping up efforts to improve its name recognition and is also getting more aggressive in recruiting
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. December 12, 2011 Susan Konig	Recruiting Wars Heat Up in 2012 A confluence of factors has shrunk the pool of potential recruits for wirehouse firms, and that means competition for the best advisors is fierce.
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.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet for your business?
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.
Pharmaceutical Executive July 1, 2005	Thought Leader: Getting "Sirius" About Specialty Now, at the helm of Sirius Laboratories, a private company specializing in dermatology, Gary Barnes draws upon his experiences and offers insight into his world of specialty sales force excellence. An interview follows.
Registered Rep. March 1, 2003 Andre Cappon	Okay, Team, Listen Up! Whether some reps like to acknowledge it, the branch office manager is vital to the success of a given branch.
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.
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 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.
Registered Rep. February 6, 2003 Ross Tucker	UBS Continues to Attract Talent UBS PaineWebber recently lured six more high-producing reps into its fold, offering further evidence that the firm is engaged in one of the Street's most vigorous recruiting campaigns.
Food Engineering January 1, 2007	Process Expo/Pack Expo 2007 Show Portraits Links to exhibitor profiles.
Inc. April 2006 Ryan McCarthy	Uncle Sam Wants Your Hiring Data The Labor Department has issued strict guidelines concerning the online recruiting policies of federal contractors and subcontractors. The policy affects firms with 50 or more employees that recruit over the Internet.
Investment Advisor June 2006 Green & Murphy	Recruiting Wars: Freedom and Culture The underlying dilemma of independent broker/dealers and their reps -- interdependence versus independence -- is one of the main dynamics in play when it comes to recruiting reps.
Registered Rep. September 1, 2007	Correction Advanced Equities corrects, confirms management program's average production.
Entrepreneur November 2003 Kimberly L. McCall	Passing the Torch You've found the right person to replace you. But could things heat up when you introduce that person to your sales team?
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. December 1, 2005 Mindy Diamond	Branch Manager Recruiting Tips In a branch office, reps are not the only ones who depend on their sales skills to increase bonuses. Here is what every manager needs to know in order to increase his success at recruiting the highest quality brokers.
Registered Rep. June 1, 2006 John Churchill	iPods and Jobs at Raymond James Raymond James Financial Services, is handing out iPods to good recruiting prospects.
Food Engineering January 1, 2006	Worldwide Food Expo and PACK Expo Las Vegas Show Portraits 2006 Advertisers promote the equipment and services that were on display at the Worldwide Food Expo and PACK Expo Las Vegas shows.