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Health
February 2008 |
The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout.   |
Registered Rep.
January 1, 2006
Kristen French |
What's in a Name? Financial advisor is the name most of the other wirehouses use for their registered reps these days. It reflects the industry's attempts to transform its reps from commission-based stock jockeys to fee-based relationship managers. |
CRM
February 7, 2014
Jim Dunham |
Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue. |
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. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
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.
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.
January 1, 2005
David A. Gaffen |
Third Time Is a Harm A NASD proposal first announced in 2003 requires that reps with three or more formal complaints against them receive extra supervision from their firms. Most major broker/dealers are already operating as if the rule were in place. |
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. |
Pharmaceutical Executive
April 1, 2007 |
Sales Management: The New BioPharma Representative With today's sales force in flux, pharma is looking to a new sales elite. |
Registered Rep.
August 13, 2007
Halah Touryalai |
Merrill Grabs Advisors Producing $5.5 million From Rival UBS Merrill Lynch won big last week in the aggressive industry-wide recruiting war for top advisors. |
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. |
Registered Rep.
September 1, 2007 |
Correction Advanced Equities corrects, confirms management program's average production. |
Inc.
May 1, 2010
John Brandon |
3 Remote Tech-Support Services Create your own virtual IT department. |
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
February 1, 2006
Nappi & Rodgers |
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps. |
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
Nate Steere |
Addressing Employee Complaints Employee complaints are inevitable, and it's not always easy to know what to say. |
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. |
Investment Advisor
September 2007
Robert F. Keane |
Know What Else I Could Use? For the most part, reps are pretty satisfied with the products and services that their B/Ds offer. |
CRM
August 2010
Jim Dickie |
Managing to Succeed Sales reps seem to get most of CRM's attention - but what about their bosses? |
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. |
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. |
Investment Advisor
October 2006
Kathleen M. McBride |
What Matters Most Results from a Broker/Dealer of the Year poll offer valuable tools for b/ds to see how they are doing, on average, among reps, and where there's room for improvement. |
Search Engine Watch
September 7, 2009
Erik Qualman |
Social Media for B2B Many executives incorrectly believe that social media isn't applicable for their B2B company, but they're wrong. Many of the same social media principles we preach for B2C companies can be adjusted to also apply to B2B. |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
Registered Rep.
June 1, 2007 |
All About the Benjamins Reps say the darndest things. |
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. |
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. |
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. |
Financial Planning
August 1, 2008
Chris Radford |
Choices in Bad Times While a recessionary market is a trying time for any advisor, it's also a great opportunity to preserve your current clients and grow your business. |
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.
August 1, 2006
Kristen French |
The More Things Change Despite the big push for millionaire clients throughout the industry in recent years, average annual revenue per financial advisor for all firms has remained relatively constant. |
CRM
March 1, 2004
Michael Fields |
Cingular Wireless Cingular employed CRM because its goal was to build a world class sales organization. To attract professional B2B salespeople we wanted to have common sales processes, along with the best tools available to support their needs. |
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
July 29, 2011
Dan McDade |
The Sales Lead Paradox Two lead generation strategies and why fewer sales leads are better |
CRM
June 17, 2011
Godard Abel |
Fixing the Disconnect Between Sales and the Enterprise Critical success factors and best practices to increase productivity. |
CRM
March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
Entrepreneur
May 2004
Kimberly L. McCall |
Leading the Pack Have you got what it takes to lead your sales team to success? Find out which qualities our entrepreneurs and experts picked as must-haves for sales management. |
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." |
Registered Rep.
January 1, 2005
John Churchill |
Money for Maturity A shaky market environment in 2004 didn't stop the largest brokerage firms from fighting tooth-and-nail for the best reps, and, heading into 2005, similar rules apply. |
Investment Advisor
June 2007
Savita Iyer |
Building Collaboration Reps of Securities America are thrilled with the company's new knowledge-sharing and peer support program, which makes use of the Internet so that reps can share their brain power with each other to enhance the business performance of their practices. |
CRM
October 18, 2004
Jason Compton |
Mobile CRM Seals the Deal for Cingular The wireless provider vastly improved interaction with its growing field sales force. |
Entrepreneur
December 2005
Kimberly L. McCall |
Money Talks Motivate sales reps with the almighty dollar. |
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
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.
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 |
Registered Rep.
June 1, 2005
John Churchill |
Wall Street's Big Curtain Call How baby boomer brokers move into retirement over the next 10 to 15 years will change the face of the industry in many ways. |
Bank Technology News
February 2007
John Adams |
Sales Information: Market Intel Can Equal A Fast Deal Citizens Business Bank is using a Web-based information portal to arm its sales force with industry information, aiding the bank in making fast and sophisticated sales calls. |
CRM
August 22, 2014
Chuck Ganapathi |
A Back-to-Basics Guide to CRM Adoption When we realize that CRM systems have been optimized for the company and not for the end users, we can change our approach to create a mutually beneficial process and outcome. |
