Why Is Change So Difficult?

In my consulting practice the hardest thing to get clients to do is to change their behavior. While they logically agree —at the intellectual level—that they need to change things they seldom make the significant changes that would propel…

Sales Jobs Still Seen With Contempt

A recent study conducted by Development Dimensions International, a human resources company,  found that 41 percent of consumers surveyed rated the sales profession below mediocre. And one in five consumers surveyed said they believe salespeople's…

When You Think You Are In Heaven and Find Out You Are In Hell

Twice in the last week insurance clients have called to say that they lost their number one account. In one case it cost the agent $80,000 in lost commissions and in the other the loss was over $50,000. In both cases these agents had maintained…