What's new at MANA. Search by topic below.
March 2026 By Jerry Leth In the February issue of Agency Sales magazine, Chairperson of the MANA Board of Directors Marnee Palladino wrote about an important evolution in how our association will be managed moving forward. I fully support this change and am genuinely looking forward to working... Continue Reading
March 2026 By Jack Foster Time spent as a teacher served as the perfect springboard for Roger York to launch his career as an independent manufacturers’ rep. York, who today heads Georgetown Marketing and Sales, LLC, sarcastically recalls that “Back in the 1960s I was making a... Continue Reading
March 2026 By Jack Foster Articles this month and last in Agency Sales emphasize how important succession plans are for both multi- and single-person agencies. And, if an agency owner doubts the importance of having such plans, they should heed the words of a MANA attorney who related that... Continue Reading
March 2026 By Dave Kahle Too many people focus on the wrong things. That’s an observation I have made over 30 years of sales consulting — working with more than 500 sales organizations. In my world of B2B salespeople, sales managers, and sales executives, the pressure to produce... Continue Reading
March 2026 By John Haskell Having a clear definition of standards of performance leads to substantial success. Managing the rep salesforce is a critical part of running a rep business. The principals are paying for performance. The only thing the rep firm has to sell is sales, but there are a... Continue Reading
March 2026 By Mark Hunter With this article I’m uncovering 10 sales myths and 10 correctable issues that might be hindering your success. Ten Sales Myths Blocking Your Success Could believing in the following 10 myths be blocking you from success? 1. Now is not the right time to reach... Continue Reading
March 2026 By Jeb Blount I’ve been intrigued by all of the LinkedIn posts from sales professionals, leaders and experts proclaiming the phone is back! Even the “phone-is-dead” evangelists seem to have had a change of heart and are encouraging salespeople to “phone a... Continue Reading
March 2026 By John Chapin Back in November 2021 I participated in a 75‑hour men’s personal‑development program called The Project. It was run by a Navy SEAL, Marine, MMA Fighter, SWAT Police Officer, and a business mogul. Though it’s been compared to half a Navy SEAL Hell Week,... Continue Reading
March 2026 By John Tschohl Every company has two types of horses: work horses and show horses. Work horses are focused on getting the job done, while show horses are more concerned with looking good and playing a part. Work horses are committed to understanding the rules and following them.... Continue Reading
March 2026 | Principal Focus By Jack Foster House accounts and reps’ disdain for them are subjects that never go away. Given the fact that they still exist, however, reps who have to deal with them have found ways to address the subject. At the same time, it was interesting when a... Continue Reading
March 2026 By Troy Harrison Here’s something nobody saw coming: The generation most skeptical of AI isn’t the one that doesn’t understand it — it’s the one that understands it best. Every new technology faces resistance. The internet? A fad. Smartphones?... Continue Reading
March 2026 By Scott M. Sanders Let’s face it, litigation (lawsuits in court and private arbitrations) is risky business. Lawyers and their clients must live with that every day. Even in the best of cases there is a certain chance that a claimant or plaintiff will not be able to prevail or... Continue Reading
