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Back in the 1950s, my first real job was working after school and on weekends in the neighborhood five-and-dime store. I already had been distributing the store's sales flyers for a couple of years, but now I

"It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose

In the 1800s, Vilfredo Pareto, a businessman and mathematician, developed the 80/20 rule. He noted that 80 percent of Italy's income went to 20 percent of the population. In the mid-1930s, business experts

In October's Strictly Sales column, we discussed how to know prospects and establish rules. In this second of a two-part series, let's explore how to implement prospect revenue growth plan and take the

Have you ever looked at your prospect list and asked yourself: Why are all these names still on there? How long have these names been on there? What can I do to get them off this list? As we take a serious look at

Sales contests and recognition awards are the stuff of business legend. Everyone has heard about companies offering large incentives for producers to sell more--awards for producers that sell the most in a

Long ago, as a fledgling sales manager with a direct writer, my objective was to hire and train one new producer every 90 days. On the morning of day one, my first new hire and I were

Here's something that concerns me: When I ask a producer if they keep a list of their key accounts, more often than not they don't have a clue what I'm talking about. Yes, most producers know their largest one or two accounts. But what