Inside this month's issue:

How did your agency stack up against others that completed TAAR’s 2009 survey?

The role of the traditional sales manager needs to change.

Are you checking the financials of potential prospects before you dedicate your time to them?

Learn why Gmail is so popular and why it’s growing so rapidly.

SalesForce offers many benefits—and it is dramatically less expensive than traditional CRM systems.

Tips and tricks for using the Flip Video Camcorder.

Meet Ning—an online social media service that allows users to create their very own social networking sites.

Several useful—and free—translation services are available to decipher Internet content not written in English.

A new, intriguing iPhone application; sending crime tips via text messages; Secret Session at AMS Users Group Convention.

The Insurance Information Institute makes it easy for you to use their videos on your site to inform and educate.

April 2009

Connections

Jack Burke

Stay Positive: Part II

Last month I discussed why service to others is a critical component of maintaining a positive mental attitude during challenging times. Now I'd like to expand on that by addressing another crucial factor: effective time management in the sales arena.

Most sales people are notorious for overactive "fear" glands. I think it goes with the territory of commissioned earnings. That fear can be a great motivator—but it can also have a negative impact, if we allow it to control our thoughts and actions.

Time is your inventory

Sales executives in radio and television constantly monitor "inventory." The term does not apply to their various programs and specials; it refers to the available time for advertising. Once those time slots are gone, there is nothing left to sell.

From media to automobiles to insurance, time is a sales professional's most critical resource. Time is your "inventory." Once you use the time, it is gone and there is no time left for selling. How well are you managing your inventory?

Granted, we're not robots who can work withou...

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