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Entrepreneur December 2001 Kimberly L. McCall	Down, Not Out Your reps not selling like they used to? Don't worry -- they can be rehabilitated...
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.
Entrepreneur January 2003 Kimberly L. McCall	Training Day Coaching your reps on pushing a new product can help them play the selling game better.
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.
Entrepreneur May 2006 Kimberly L. McCall	The Price Is Right Advice on winning the price wars.
Entrepreneur December 2002 Kimberly L. McCall	No Experience Necessary Hiring novice sales reps may save you money, but are they worth the time and effort?
Entrepreneur February 2003 Kimberly L. McCall	Hot for Cold Calls It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone?
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.
Entrepreneur November 2005 Kimberly L. McCall	Split Decision Is hiring part-time sales reps a good idea?
CRM March 2011 Jim Dickie	Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time.
Entrepreneur February 2007 Kimberly L. McCall	How Healthy Are Your Sales? Give your sales a checkup by analyzing crucial data.
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.
Entrepreneur March 2006 Kimberly L. McCall	Make It Snappy Use an elevator speech to captivate customers.
Entrepreneur July 2003 Kimberly L. McCall	Radical Rendezvous Bye-bye boring. You can plan a lively sales conference without breaking the bank.
Entrepreneur April 2003 Kimberly L. McCall	Go Major League Score a success for your small business by implementing team-selling tactics.
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.
Entrepreneur March 2002 Kimberly L. McCall	The Ins and Outs Answering the eternal question: sell on the phone or sell in the field?
Entrepreneur November 2002 Kimberly L. McCall	Character Sketch What are your salespeople made of? If they have the following traits, you're in good shape.
AskMen.com October 6, 2002 Riley Hilton	The Secret To Power Dressing Back in the Reagan years, "power dressing" referred to the use of expensive clothes with sharp, hard lines that were destined to make people look assertive and angular. Now, almost twenty years later, the concept is still very much alive.
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.
CRM November 30, 2012 Brian Kardon	How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy.
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.
Inc. June 2005 Jennifer Gill	This Call May Be Monitored Some companies are enlisting professional snoops to improve customer satisfaction.
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.
Job Journal July 25, 2010 Lindsey Novak	Career Pros: When Employers Make Unreasonable Demands Employees sometimes find themselves between a rock and the workplace.
AskMen.com Adam Fox	Brooks Brothers Fitzgerald Two-Button Suit While the label's reputation for stodgy suits has been well warranted, recent collaborations with novel names have infused a hint of trend into the traditional.
AskMen.com	Summer Suits Not everyone is a suit aficionado. We have to admit it, though, that it speaks to every gentleman, whether it's for business or for casual purposes.
AskMen.com April 25, 2007 Farah Averill	How To Buy A Suit Whether you're about to buy your first suit or you're thinking of adding another one to your collection, read this article before you go shopping.
Inc. July 2007 George Zimmer	Ask George Zimmer What qualities and backgrounds should you look for when hiring retail salespeople?
Entrepreneur December 2005 Kimberly L. McCall	Money Talks Motivate sales reps with the almighty dollar.
Entrepreneur October 2003 Kimberly L. McCall	Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive.
Entrepreneur August 2008 Barry Farber	Be All You Can Be What can you learn from the world's best salespeople?
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
Registered Rep. June 1, 2006 Kristen French	Hungry for Hires Wachovia hired a whopping 900 reps in 2005, bringing the total to 10,400, and aims to add the same number in 2006, including around 100 rookies.
CRM February 7, 2014 Jim Dunham	Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue.
AskMen.com Farah Averill	Power Dressing Recently, designers have brought power dressing back, minus the `80s edge. Here's how to pull off power dressing in 2010.
Entrepreneur November 2004 Kimberly L. McCall	Share the Wealth If you've got one superstar handling all your top accounts, it's time to redistribute the work and the risk.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet 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.
CRM December 13, 2013 Rogers & Stein	Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.
Entrepreneur February 2004 Kimberly L. McCall	Short and Sweet Speeding up your regular sales cycle is an excellent way to make your company's profits soar sky-high. So what are you waiting for?
Entrepreneur January 2004 Barry Farber	Back to Basics Want to create a strong sales foundation? Then keep these building blocks in mind.
Entrepreneur August 2003 Chris Penttila	The Art of the Sale In today's economy, bright ideas are what it takes to land a sale. So we went to the source -- to salespeople at super-successful companies -- to provide you with surefire tips for selling.
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.
Inc. October 1, 2000 Norm Brodsky	Becoming the Boss It isn't easy to be the boss if you've never been one, and the mistakes you make early on can come back to haunt you...
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.
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. 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.
Job Journal July 20, 2008 Katharine Hansen	Closing the Deal on a Career in Sales If you've got a talent for sales, the hiring door is always open.
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.