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November 2025 By Mark Hogan MANA quietly celebrated its 78th year in operation last month. In that time, the association has distributed a considerable amount of content to members throughout the decades. Do you have historical MANA literature that you would like to have stored in the official... Continue Reading
October 2025 By Jack Foster More than comfortably equipped with a knowledge of the culture, language and business practices of the countries in which she conducts her business, Lucy Hernandez-Dayton admits that one of the secrets to the success of her agency’s business is that “I... Continue Reading
October 2025 By Susan Robertson Most leaders don’t ignore change because they don’t care. They ignore it because, in the moment, it doesn’t feel urgent. When the metrics look good and the operations hum along, making time for possibility feels indulgent. But that’s... Continue Reading
October 2025 By Mark Hunter Tariffs are now a regular part of business conversations. They’ve reshaped how we think about supply chains, pricing, and customer relations. While they’ve created uncertainty, they’ve also presented new opportunities — especially for those who... Continue Reading
October 2025 How to Stay on Course in Turbulent Times By Maartje van Krieken The storm isn’t coming. It’s already here. And many leaders are realizing they’re sailing without instruments. The current business climate is a storm of volatility, uncertainty, complexity and... Continue Reading
October 2025 By John Haskell The smart agency trains everyone to understand multiple-line selling and how to work with principals. There needs to be a comprehensive understanding of what makes a rep business different from all other businesses. That element is multiple-line selling — the... Continue Reading
October 2025 By Nathan Jamail Let me be straight with you: what got you here as a top-performing salesperson won’t get you where you need to go as a great sales leader. I say that with love — but also with a dose of truth. Too many new (and even seasoned) sales leaders get stuck... Continue Reading
October 2025 By Dave Kahle Some time ago, one of my clients challenged me to record the 20 most important lessons I’ve learned. After a great deal of reflection, I eventually came up with 25. This is one. Everyone wants a simple, quick solution. Few value a thoughtful solution, and... Continue Reading
October 2025 It Should Be the Top Priority for You and Your Company By John Tschohl Why do customers patronize one company over another? Most of you might say that the quality and price of the products or services are key factors. While they might play into a purchasing decision, they... Continue Reading
October 2025 | Principal Focus By Jack Foster If the role of the rep was at one time described as someone who makes calls and then follows up, there’s no doubt that times have changed. Agreeing with those words, one manufacturer added: “None of us — rep, manufacturer or... Continue Reading
October 2025 By Bob Wendover It seems so easy. Need an answer? Type a question into your favorite AI bot and you’ll be offered 17 possible solutions, along with a recommendation as to which one is the best — and all this within 10 seconds. Who needs to think anymore? Of course, it is... Continue Reading
October 2025 By Scott M. Sanders Unpaid Commissions: When a manufacturer doesn’t pay their sales rep’s earned sales commissions, the sales rep becomes rightfully upset. Especially when it’s a lot of money. It is important under the stress of this wrongdoing to keep a level head... Continue Reading
