Content about representative

May 18, 2011
Coaching: What Are We Talking About?

Many of us are still unclear about what coaching is. The key is to clarify the notion of coaching in the organizational context and to assist the person responsible for coaching (human resources director, sales director, or manager) to identify the most appropriate form of coaching in the circumstances.

By Carole Trépanier, DBA, and Anne Mathieu, Ph.D.

We are presently in the midst of a full-scale coaching boom. According to recent research, books on the topic are being published at a rate of more than one a week and there now are more than 18,000 professional personal and business coaches registered as members of the International Coaching Federation compared to 11,000 in 2006 (http://www.coachfederation.org/about-icf/).

July 11, 2006
"Fastrack" to Sales Success

At Northwestern Mutual in Milwaukee, ¿Fastrack¿ helps get new reps up to speed and positioned for success even before they enter into a formal contract as a financial representative.

At Northwestern Mutual in Milwaukee, “Fastrack” helps get new reps up to speed and positioned for success even before they enter into a formal contract as a financial representative. Training reps early on—and then continuing to train them throughout their tenure with the company—says Stephen Frankl, the company’s director of field training and development, not only adds to Northwestern’s bottom line, it also helps the company to retain representatives over the long haul. “Our retention rate is about 150 percent of the industry average, so we know that Fastrack makes a difference,” he says.

July 11, 2006
"Fastrack" to Sales Success

At Northwestern Mutual in Milwaukee, "Fastrack" helps get new reps up to speed and positioned for success even before they enter into a formal contract as a financial representative.

At Northwestern Mutual in Milwaukee, "Fastrack" helps get new reps up to speed and positioned for success even before they enter into a formal contract as a financial representative. Training reps early on—and then continuing to train them throughout their tenure with the company—says Stephen Frankl, the company's director of field training and development, not only adds to Northwestern's bottom line, it also helps the company to retain representatives over the long haul.