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While you boast of new distribution channels, your dealers may be abandoning your company for the competition. Want to win back their loyalty? Run meetings just for them It's a […]

This article is the first in a three-part series on diversity in the sales profession. In October: The frustrations of gay reps. In November: Are women succeeding in sales management? […]

Luring salespeople away from the competition may have its benefits, but the drawbacks can be numerous It happens in every industry. Whether it's Coke and Pepsi, Nike and Reebok, or […]

Offering holiday gifts to employees and customers raises questions of ethics and taste. Here's a grab bag of ideas on how to be appropriately generous Rick Baker of Harry and […]

DON'T BLAME sales executives if they're feeling a bit schizophrenic lately. Shifting strategies quickly can do that. After spending months figuring out how to incorporate the Internet into their sales […]

Offering employees creative benefits that improve their lives pays off in attraction and retention TALENTED WORKERS ARE in demand. They can afford to be choosy when looking for a new […]

NOW IS THE TIME of year when most people would rather be poolside than inside. What can managers do to motivate reps who aren't hitting their quotas this summer? George […]

SUMMER SUNSHINE CAN cast a cloud over managers who worry about losing business while their salespeople are on vacation. But Worldtrak, a Minneapolis-based software company, knows how to ensure that […]

WHEN SALESPEOPLE AND creative types clash, headaches are sure to follow. Just ask Scott Gostyla, CEO of Hydrogen Media, an interactive technology firm in Tampa Bay, Florida. "The first time […]

How you cope with change can make or break your career in management Want to be a successful manager? You'd better learn to cope with change. This is true if […]

Automation doesn't always make sales easier. The 350 salespeople at Merck Frost learned that the hard way. In late 1990, the Canadian subsidiary of Merck Pharmaceuticals had just outfitted the […]

AT ISSUE: Should managers be friends with their salespeople? The relationship you have with a manager should mirror what you have with a client. It should be professional--not the kind […]

The Web site of the Weapons of Mass Destruction Task Force is headed by a bold-faced quote from Sun Tzu's The Art of War and a cutout of the New […]

WHICH SALESPERSON WILL MAKE THE BEST MANAGER? By KENNETH FRIEDENREICH AND HOWARD STEVENS SALES FORCE MANAGEMENT When a sales management position opens, conventional wisdom supposes that the logical candidate to […]