By Bill Hellkamp When the quality trend first hit, I was employed at a small company as a full commission sales person. I had been there a number of years and dealt with territory and commission issues along with the rest of my peers. Because of our complaints, Larry (the owner) had decided to put […]

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By Bill Hellkamp Most surveys agree that it costs 5 to 7 times as much to get a new client as it does to maintain a positive client relationship. Yet many sales professionals get themselves so concentrated on new business growth that they inadvertently allow good clients to find new suppliers. As you can see […]

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By Bill Hellkamp Has Steve really missed another deadline? Did Julie actually talk to a customer like that? What is wrong with Juan today? If you work with other people you will find that sometimes you have to intervene to deal with their negative actions or attitudes. For many of us, confronting others in an […]

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By Bill Hellkamp Have you ever had the agony of working for a critical boss? One who was able and eager to discover and point out every mistake that was made by one of the team members? I am happy to report that I have been able to avoid this during my career. However, I […]

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By Bill Hellkamp Selling is the ultimate, “what have you done for me today?” profession. While this can motivate many of us to meet and exceed our goals on a monthly or quarterly basis, it can also cause us to feel considerable pressure when the sales aren’t closing as we had hoped. During these times […]

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