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Table of Contents

Lead Story

Diverse perspectives on end-to-end encryption

News

Industry Update

PPISC urges solidarity for security

Red Flag enforcement delayed

Minding merchants' identities

Economic indicators suggest cautious optimism

MasterCard interchange rates as of April 2009

Features

AgenTalkSM:
Bob Dickerson

Small business remote deposit capture: Will ISOs claim the market as they have done with credit card

Bob Meara
Celent LLC

Selling Prepaid

Prepaid in brief

A new passport for the corporate world

Loyalty is closed-loop gift card's 'second wind'

Control your destiny, manage your program

Views

Use checks to open new verticals

Patti Murphy
The Takoma Group

Education

Street SmartsSM:
Developing your elevator speech

Jon Perry and Vanessa Lang
888QuikRate.com

Ten ways to juice your business

Michael Dotson
Worksmart Media Group

Pitfalls to avoid in acquiring relationships

Adam Atlas
Attorney at Law

The POS trifecta

Dale S. Laszig
DSL Direct LLC

Look to the stars

Vicki M. Daughdrill
Small Business Resources LLC

Company Profile

Infinity Payment Systems

New Products

Flag and filter online payments

Advanced Fraud Detection Suite
Authorize.Net

Outsourced residual computing

EZPay ISO Portal
Company: ePayware Inc.

Inspiration

May the forgiving force be with you

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

May 25, 2009  •  Issue 09:05:02

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Look to the stars

By Vicki M. Daughdrill

Successful ISOs have one thing in common - they all employ star performers. They understand that top merchant level salespeople (MLSs) provide a competitive advantage. Savvy ISOs know that the highest achieving MLSs:

Stars aligned

Top professionals have common characteristics and attributes. Here are a few.

Choosing the brightest

How do ISOs go about finding MLSs who excel? When you are searching for a new employee and want to find a standout, follow these steps:

Following are sample interview questions to use when attempting to hire the créme de la créme:

Once you have identified your top producers, how do you keep them engaged, satisfied and productive? Here are some simple steps to consider.

Exceptional MLSs are incredibly valuable to the success of ISOs. So hitch your ISO to a star performer, and watch your profits soar.

Vicki M. Daughdrill is the Managing Member of Small Business Resources LLC, a management consulting company. E-mail her at vickid@netdoor.com or call her at 601-310-3594. ##

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

USAePay | Impact Paysystems | Electronic Merchant Systems | Inovio | Board Studios, Inc.