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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.
Entrepreneur May 2006 Kimberly L. McCall	The Price Is Right Advice on winning the price wars.
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 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.
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.
Inc. June 2008 Susan Greco	Let's Start With an Icebreaker A look at summer sales meetings.
Search Engine Watch November 17, 2005 Heather Lloyd-Martin	Search Engine Ad Reps: Friend or Foe? Search engines employ advertising representatives to help search marketers, but sometimes relations between ad reps and search marketers can be difficult or even downright adversarial.
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.
Inc. September 2008 Susan Greco	Fighting the Sales Force Blues How to keep reps motivated when they miss their numbers.
Investment Advisor September 2009	Broker/Dealer of the Year, Division II Quick company stats of The Investment Center.
Entrepreneur November 2004 Don Debelak	The Write Stuff Entrepreneurs find success with a new take on a familiar product.
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. 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.
CRM March 21, 2014 Ofer Yourvexel	5 Reasons Small Businesses Have Not Embraced Online Ordering When it comes to B2B, the sales rep is still a critical link.
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.
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.
IndustryWeek November 18, 2009 Josh Cable	Get More from Your SCM System For perhaps too many manufacturers, supply chain management software is an underutilized resource.
Entrepreneur December 2005 Kimberly L. McCall	Money Talks Motivate sales reps with the almighty dollar.
CRM July 22, 2011 Todd Cohen	How to Create a Powerful Sales Culture How can your organization sell more and sell smarter? By creating a powerful sales culture - an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the business development efforts.
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.
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.
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 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.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
AskMen.com John Romaniello	Training For Size: Part 1 When guys attempt to decide on a training program, one of the first questions they ask is: "What's the best set and rep scheme for gaining muscle?"
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
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.
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."
InternetNews April 26, 2007 Nicholas Carlson	Apple's Green Road Paved With iPhone Takers Apple is in a good position to take on the challenge of reshaping its business model around the upcoming iPhone, financial analysts said after the company announced its earnings yesterday.
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 April 2004 Kimberly L. McCall	Fighting Mad Is infighting among your sales reps sidelining your business? Try these tips to get back on track.
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. June 7, 2004 Will Leitch	A.G. Edwards Signs Tech Deal with Dell A.G. Edwards has struck an outsourcing deal with Dell, under which the computer firm will provide server systems, desktop computers and on-site support to the firm's reps.
Investment Advisor June 2009 James J. Green	Leadership In volatile times, communication and culture are broker/dealer leaders' touchstones.
Registered Rep. September 1, 2005 Janet C. Arrowood	Calling in a Specialist For reps wishing to sell more insurance, there is an option: leaning more heavily on an insurance specialist. Insurance is something that most clients need, and by supplying them with it, the advisor is fulfilling the most important part of his calling.
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.
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.
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 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.
Registered Rep. May 1, 2004 Bill Singer	It's Your Call Always Far too many reps are learning the hard way how little responsibility clients shoulder when it comes to assessing the suitability of their investments.
Investment Advisor September 2006 Robert F. Keane	The Investment Center If keeping your representatives satisfied is the name of the game for broker/dealers, then it's no surprise that Ralph DeVito and The Investment Center are the winning team in Division II this year.
Fast Company March 2005 Jena McGregor	Competing on Culture The CEO of Best Buy speaks out on how an employee-centric strategy can lead to customer-centric performance.
Registered Rep. December 1, 2005 Kristen French	Merrill Lynch: Still Wirehouse Queen Merrill reps like what they see. This year, the firm kept top honors among wirehouses in the Broker Report Card surveys, and beat its own overall score from last year.
Entrepreneur March 2003 Kimberly L. McCall	You're Dismissed Face it -- as a manager of sales reps or other employees, part of your job is relieving others of theirs. So when and how do you do it right?
HBS Working Knowledge October 3, 2005 Jonathan Byrnes	Use Best Practice to Fire Up your Sales Team The most powerful aspect of harnessing your own best practice is that your sales force will be very receptive to the improvements. Your own best practice is literally your own.
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
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.
HBS Working Knowledge August 2, 2004 Jonathan Byrnes	Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied.
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.