by Adam J. Glazer | Oct 3, 2017 | Adam J. Glazer, Insights
So in our pride we ordered for breakfast an omelet, toast and coffee and what has just arrived is a tomato salad with onions, a dish of pickles, a big slice of watermelon and two bottles of cream soda. —John Steinbeck When John Steinbeck penned, in his 1952 novel...
by Adam J. Glazer | Sep 1, 2017 | Adam J. Glazer, Sales Rep Articles
“Hey, Adam,” begins many an incoming office call, “the principal who owes me back commissions didn’t remember that our contract says Tennessee law (or Utah, Colorado, New Jersey, Georgia, etc.) applies. I can get triple commissions, right?” “Well,” begins the formal,...
by Adam J. Glazer | Aug 31, 2017 | Adam J. Glazer, Insights
The University of Mississippi football team will not appear in a bowl game during the upcoming 2017 season. This punishment, which includes forfeiting millions in Southeastern Conference post-season revenue, was self-imposed in response to a hard-driving and expansive...
by Adam J. Glazer | Jun 30, 2017 | Adam J. Glazer, Insights
Schemes involving lawyers improperly compensating non-lawyer referral sources are all too common and are frequently brought to light in the form of professional disciplinary actions. Far less common are reports of illegal referrals involving physicians and hospitals....
by Adam J. Glazer | Apr 28, 2017 | Adam J. Glazer, Sales Rep Articles
Most reps hunt for some valuable takeaways when a relationship with a principal ends badly. No hard searching was necessary after a recently completed rep-principal trial in Chicago, where the final count of useful “lessons learned” proved nearly as...
by Adam J. Glazer | Apr 27, 2017 | Adam J. Glazer, Sales Rep Articles
In certain industries, sales reps are accustomed to fighting tooth and nail to recover commissions from manufacturers, both during and after their representation. And in situations where the rep procured sales before termination that do not close until after — when a...
