News

This article by Allan Starkie addresses the difficulties of how to measure the success of an institution’s sales force due to the lack of an identical platform to compare performance and offers an objective solution to this problem...

This article by Allan Starkie argues that the “million dollar producer” remains a myth and should not be used as an industry benchmark. It goes on to discuss the pointlessness of attempting to compare the relative success of professionals from differing sales models based on...