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How is it possible for a sales superstar to sell five, ten or even twenty times more than the second place person in his or her office or division? Read More

Merrill Lynch appears to be transforming itself from a wirehouse to a gigantic financial planning firm, even though there's no talk of a new master plan. The firm is phasing out the "stockbroker" concept, at least for public consumption, and replacing it with "adviser." Merrill is using a blunt mix of rewards, punishments and intensive training to get there. It's even bringing in outside help to achieve its goals. Download Document