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Management

    If I Were Your Sales Manager: Part II

If I Were Your Sales Manager: Part II

Winning Strategies Accountablility—one to the other In last month’s column, I discussed why so many agencies have low organic growth rates and how I would change that if I were their sales manager. As I explained, acceptable organic growth is often attributable to a skilled sales manager who inspires producer success by mentoring and coaching them. Both agency owners and their producers have to be equally committed to achieving success.

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    TO CHAT OR NOT TO CHAT?

TO CHAT OR NOT TO CHAT?

Industry professionals share their experiences with using online chat for business—and not just with customers and prospects I remember during my latter years    of high school—yes, I’ll date myself here—when my family first got dial-up Internet in our house, and I discovered the concept of online chat, I thought it was amazing to be able to talk in real time with someone on the other side of the country on

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    VIOLENCE IN THE WORKPLACE

VIOLENCE IN THE WORKPLACE

Mitigate risk by recognizing signs of troubled individuals and following best practices during the hiring process Earlier this year (see the April issue of Rough Notes), I wrote an article on the education sector, which contained a section about active shooter coverages. That same month I attended the RIMS conference in Philadelphia, where I heard a session on workplace violence. Since you’re reading about it now, apparently I felt the

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    EXPIRING LEADERSHIP SKILLS

EXPIRING LEADERSHIP SKILLS

LEADERSHIP A practical look at five key skills that are vital to leading in today’s business environment Are you getting the results you want—not just from your top people, but from all your people and your organization as a whole? Leading to achieve the results you want has never been more challenging. The demands on today’s leaders are intense, and they’re constantly changing. Being effective requires a new and broader

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    CREATING NEW INDUSTRY LEADERS, ONE INTERNSHIP AT A TIME

CREATING NEW INDUSTRY LEADERS, ONE INTERNSHIP AT A TIME

Customer Service Focus Involving capable CSRs creates new opportunities for them and for the firm I was 18 years old when I completed my first summer internship in Washington, D.C. I had two amazing mentors: One was a manager, Mr. Crandall; the other was a program analyst, Mrs. Myers. Mrs. Myers knew the nuts and bolts of the office, and she helped me navigate that summer smoothly. She answered all

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