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June 2026 By Jerry Leth In April, I attended a two-day meeting in Chicago with the MANA Board of Directors and staff members of CM Services, the association management team currently managing MANA. The purpose of the meeting was to create a new long-term strategic plan for MANA. Rick Church,... Continue Reading
June 2026 By Jack Foster An important reminder greets visitors to MANA member Evolve Components, LLC’s website, one every independent rep can take to heart: “God created us with two ears and one mouth.” That guiding philosophy, listening first and listening well, has shaped... Continue Reading
June 2026 By Jack Foster When the subject of how manufacturers and reps can best work together was addressed by a group of reps during the course of a MANAchat, perhaps the most telling reminder that came from the discussion was that “The rep’s time is his most valuable commodity. If... Continue Reading
June 2026 By Dave Kahle Okay, let’s say that you have created a customer, you’ve actually sold something, and you have some money in the bank. Before you become too enraptured with yourself, let me remind that you are not finished. There is a greater goal, and a larger and more... Continue Reading
June 2026 By John Haskell Getting each salesperson to plan effectively makes a huge difference. During a recent session with a terrific rep firm, we discussed the way salespeople should plan. Unfortunately executing these ideas proves difficult. Salespeople generally dislike paperwork, so... Continue Reading
June 2026 By Jeb Blount Here’s a question that’ll change how you think about this profession forever: What’s the one moment that reveals you’re built for sales success? For most people, that moment never comes. They stumble into sales, struggle with the stereotypes and... Continue Reading
June 2026 By Mark Hunter Becoming a top-performing salesperson doesn’t happen by accident. It takes dedication, the right mindset, and consistent effort. In this article we’ll break down strategies that can help elevate your sales performance and bring you closer to becoming a sales... Continue Reading
June 2026 By Nathan Jamail Just because someone carries the title “sales manager” doesn’t mean they’re actually leading. In too many organizations, I see managers who were once great salespeople but are now running teams like they’re still chasing quotas.... Continue Reading
June 2026 By John Tschohl As a manager — or an employee — performance reviews are critical to your success. Essentially, they are road maps, letting you know where you are today and what you need to do to move forward. Performance reviews not only help employees by identifying their... Continue Reading
June 2026 | Principal Focus By Jack Foster A MANA member recently let Agency Sales magazine know that during the course of the last year she’s probably received more calls from manufacturers than ever before in her agency’s close to 30‑year history. “As this was occurring, I... Continue Reading
June 2026 By Bob Wendover I published my first book in 1988. I was first published in a national newspaper in 1984. Over the years, I have probably written two million published words, but who’s counting? Most of those words are now online. As with most writers on business and leadership,... Continue Reading
June 2026 A Case Study By Scott M. Sanders The owner of a sales agency that has been a long-time client contacted us recently, frantic, because her agency had had its contract terminated by their principal while there was impressive distribution continuing to take place in their exclusive... Continue Reading
