TEMAC Sales Rep Management Effectiveness Tip Read more

Do you get trapped fighting the fires of daily business crises? Your day starts out with hopes of working on that big, important project. Then you look at your email inbox and there are forty messages, ten of which have the dreaded “!”. Your voicemail has eight messages you don’t even want to bother with after being already overwhelmed by your email. You get a 9-1-1 text from a sales rep. You haven’t even had your first cup of coffee.  Read more

On Sep 24-25, 2009, Peter Zafiro and I ran a workshop on behalf of Manufacturers Agents National Association (MANA) in Chicago. The workshop is called Building A Successful (Independent) Representative Network. Typically companies attending the program are companies that are growing and need more sales; are entering a new market; or are not growing and have had to lay off their direct sales force in lieu of hiring an independent, straight commission sales force.  Read more

Everybody’s busy. No time to get anything done. Is that actually true? Or are we so psychologically busy? There are people who are basically overwhelmed when they get out of bed. They sit there at breakfast, wringing their hands, rubbing their eyes, and fidgeting in their chair about their dreaded workload that awaits them. They slump their shoulders, drag their feet, and move at a pace that would make a snail yawn. Slogging their way through traffic, they make it to work- even more tired than when they woke up. Eight trips to the break room for coffee, and they’re still not feeling better. Overwhelmed, they pass their day fidgeting as more work piles up and they roll their eyes. Having accomplished nothing, they go home, totally stressed from their work day. And didn’t do a damn thing. Every story that follows is true- I couldn’t possibly be this creative with fiction. Read more