In recent conversations with senior managers, the rise of interest rates has hit home and the discussion of how to move their sales forces forward is now on the front-burner. Many want to know how the best companies in the industry are handling the inevitable transition from a predominantly refinance market to a purchase money […]

In my recent conversations with senior executives, it is generally recognized that with rising interest rates, the time is quickly approaching when critical changes will be needed in their sales organizations. The question that most are grappling with is should changes be incremental or transformational? While it would be nice to say that the correct […]