The Most Powerful Form of Recognition

Recognition is a key component of retaining your originators. In today’s market where every company is looking for salespeople, it is amazing how few managers don’t bother to say “thank you” to their employees and especially to their top producers. During consulting engagements, I often hear top originators lament that they are made to feel […]

To Do Lists Don’t Work!

Conventional wisdom dictates that originators complete to do lists to succeed but the problem is that lists don’t work and can actually get in the way of real progress. Why? To do lists are tasks of everything that is on a salesperson’s plate for a day. What this translates into is an unstructured collection of […]