Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

Recruiting for Riches: How to Build Your Winning Sales Team

By Drew Cameron
Action items of effective recruiters, include: Commit adequate time and resources Define the job and compensation program Develop a profile of your ideal candidate.
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To Grow a Contracting Business or Not

By Weldon Long
Again, making a profit is very different form generating revenue. Anyone can open a company and generate revenue. It takes a savvy business expert to turn a profit. Since the beginning of time there are only two ways to grow your business. You can grow your business buy attracting new customers or you can grow your business by solving additional problems for your existing customers.
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Is It Possible to Change Others Behaviors

By Mark Matteson
Dale believed and taught that “It’s possible to change other people’s behavior by changing one’s behavior toward them.” Born in Maryville, Missouri, on Nov. 24, 1888, Dale knew only poverty as a boy. He ascended to become the top salesman in his company and region by hard work and study.
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Performance Based Compensation

By James Leichter
Performance Based Compensation SERVICE Performance Based Compensation Each contracting company is different, so there is no absolute way to setup PBC. Your industry niche, your employees, and your company’s culture all play a part in designing the best PBC plan. With that in mind, we will provide several examples to get you thinking about how to create the perfect plan for your particular circumstances.
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When There Is a Shift in Technology, Opportunity Abounds

By Mark Matteson
In five short years, Tower Records died for three simple reasons: To continue their expansion internationally they began borrowing money from investors and accumulated massive debt. The marketplace changed and they did not change with it. Their customers wanted singles, they pushed LP’s. What got you “here” won’t take you “there!” There was a tectonic shift in the music industry — Napster — virtually overnight, kids were downloading music for free. Tower did not change with the times.
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