Contributors

In a competitive marketplace, it seems clear that salespeople's performance can be influenced by those around them, but more often overlooked are the sources and specific manifestations of those influences. Our research aimed to address one factor of this phenomenon, namely personal identification with supervisors. 

When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...

With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to ...