(By Loyd Ford) While we often talk in this column about recruiting and retaining the best sellers, recruiting and maintenance aren’t the only things that consistently grow revenue. It is also about ...

Stop hiring charismatic talkers. Hire sales "hunters" with proven "prey drive." Look for candidates with quantifiable wins in tough markets, not just easy sales. Structure compensation to reward ...

“Can I borrow $5?” When I was a broadcast journalist, a colleague of mine would ask this question to any child under the age of 8 whenever we were on a video shoot. The innocence of children shone ...