Contributors

Companies spend over $3,300 per hire on recruiting and the cost of not recruiting well results in poor performance, dissatisfied employees and high turnover. Little research has addressed sales force recruiting at this stage of career and the motivations of a millennial salesforce in their job searches.

What makes your work satisfying? Does what drives you to succeed ultimately lead you to be satisfied with your job? Compared to most other things, which of these best describe what motivates you to reach your goals?

In competitive selling environments, brand identity is an important differentiator for both the sales professional and the consumer. For service industries such as real estate ...

What DISC behavioral characteristics best describe individuals who have an ability to sell? Who has the least confidence in their selling skills? In our latest studies examining...

Does an agent's behavioral style influence performance? Do groups or offices work better if there is an appropriate mix of individuals with different behavioral styles? What is a...

How do home buyers or sellers decide on an individual agent? We conducted a focus group among recent home buyers and sellers asking just that question...