In 1979, AT&T promoted its telephone services with their famous “Reach Out and Touch Someone” ad campaign. Today, almost 40 years later, much has changed in the way we use our telephones. But one thing remains the same—reaching out to your sales force members (rather than waiting for them to contact you) is still one of the best ways to build sales force loyalty and assure productivity. Why Not Use Technology? Please note–I’m referring to “real” outbound calls, not robo-calls—a … [Read more...]
Time for a Compliance Check Up?
Many companies that have become significant in size may have copied their contract from another company when they first launched, as well as their policies and procedures, and simply given a rewrite to make them fit the terminology of their Company. This is not a good thing to do. "Why?" you ask. Dan Murphy, Co-Founder and Managing Principal of Strategic Choice Partners, recently shared some insights from being an expert witness on four separate occasions that led him to ask an important … [Read more...]