Why data quality is key to improving sales-performance management

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November 30, 2011 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard  How to handle a business crisis Unum, a company in the insurance sector, has improved significantly since facing trouble in 2003. While some in the company worked to resolve issues facing the business, leaders instructed employees to focus on customers, CEO Thomas Watjen said. When facing a crisis, Watjen said, "I think it's very important that you set up a game plan for the things that absolutely have to get done to relieve some of that pressure of the crisis. You then assign a set of people to deal with those issues." Forbes (11/29)      The Business Platinum Card® from American Express OPEN Spending power for your business. Premium benefits for you. Access a portfolio of 30+ premium benefits, including: • Membership Rewards® points that pay for flights, hotels, and more • 24/7, 1-on-1 Concierge for help with your life and your Business • Annual $200 Airline Fee Credit for any airline Business Platinum Card APPLY NOW Sales Strategies    Why data quality is key to improving sales-performance management Successful sales-performance-management efforts have to include accurate, consistently entered data, Mike LaGrand writes. "[W]hen you are trying to determine what is hindering your progress at Sales Performance Management, consider that finding new ways to look at the data may not be the most important thing until you get the inputs right," he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (11/26)      Steps for hiring an effective sales team While small-business owners often are tempted to control every aspect of their companies, creating a strong sales team is important for growth, Mary Rosenbaum writes. Understand what you are looking for in a salesperson, whether it is finding new customers or building relationships with those you already have, she recommends. Explain the company's financial situation to your salespeople and provide ample compensation, she writes. Fox Business Small Business Center (11/29)      Are you ready for what’s next in your career? At Booz Allen Hamilton, our work and our people matter. We’re hiring professionals with great minds and a passion for making a difference in our firm, in our communities, and for our nation. Learn more about career opportunities with Booz Allen, a leading strategy and technology consulting firm. Daily Data Points    Consumer confidence improved in November, index shows As the holiday shopping season ramps up, Americans have become increasingly confident in the economy, according to The Conference Board. Its Consumer Confidence Index jumped from 40.9 in October to 56.0 in November. "Consumers appear to be entering the holiday season in better spirits, though overall readings remain historically weak," said Lynn Franco, director of The Conference Board Consumer Research Center. USA TODAY/The Associated Press (11/29)      Other News Most major cities saw decreases in housing prices during September The New York Times (tiered subscription model)/The Associated Press (11/29)      Radio ad revenue will rise 3.5% next year, report predicts MediaPost Communications/MediaDailyNews (11/29)      Organizational Privacy Architecture and Assessment This checklist for Ecommerce, Web Development and Design, and Direct Marketing professionals enables you to gauge your organization’s privacy compliance and best practice levels. Thousands of companies leave the intricacies of privacy management to TRUSTe, the 13-year-old leader in online privacy. Gain an overview of the program today. On the Road  AMR's bankruptcy filing should have little effect on passengers Fliers on American Airlines likely will not see many changes stemming from the Chapter 11 bankruptcy filing of the carrier's parent company, AMR. Flights will continue -- although they likely will be fewer as the company downsizes -- reservations will still be accepted, and frequent-flier programs will stay in place. However, service could be affected as employees may be preoccupied with the looming changes and the possibility of wage and pension cuts. Chicago Tribune/The Associated Press (11/29), The Wall Street Journal/The Middle Seat Terminal blog (11/29), Aviation Daily (11/30)      App Update    App allows users to store business card information digitally CardMunch is an iPhone app that allows users to take photos of business cards to make contact information available digitally. The service also provides information about the card's owner from his or her LinkedIn profile. Reuters (11/28)      How to Master the Art of Content Marketing Learn how to turn content assets into online consumer engagement and higher web conversions. In this report, you’ll find: • An overview of content marketing strategies and solutions • Keys to content development success • Must-haves for content publishing and distribution SmartPulse  How would you rate your use of CRM data? OK  34.48% Terrible  31.03% Not so hot  20.69% Great  13.79% Poll analysis Don't let your CRM data go to waste: I have to say I was surprised that more than 10% of you say you are doing a great job using customer relationship management data. Most companies I work with are doing a good job of collecting data but are not leveraging that data in their strategic decision-making process. No matter where you are today, I urge you to ensure that you are measuring quantitative and qualitative indicators. Look beyond the numbers and track how you are connecting with your customers and how they feel about their relationship with you. Then use that information to build stronger relationships that can withstand competitive pressures. --Stephen Pia, sales trainer and coach and founder of COACH MEdia What do you think? Join the discussion on SmartBrief's SmartBlog on Leadership and share your experiences with using CRM data.      Have you finished your planning for 2012? Yes No Featured Content    5 Things To Know About Year-End Bonuses Barbara Weltman Think Backward On Your Next Launch John Jantsch How To Rock The College Market Donna Fenn Small Business Snapshot: November Hiring Up, Hours/Wages Lag Katie Morell 5 Big-Business Growth Strategies Small Business Can Use James Clear Making Small Talk  BMW dealership doles out umbrellas to deal with seagull droppings A car dealership in the United Kingdom has given its customers umbrellas to avoid getting splattered with droppings from seagulls that have flocked to a nearby waste site. "The worst thing is that bird poo eats the paint work. It has acid in it, and if you let it lie on the cars too long it will damage the paint," said Mark Hollands, the principal dealer at the BMW showroom in Guildford, England. The Telegraph (London) (11/29)      Position Title Company Name Location Business Developer Hay Group Multiple Locations, United States Online Sales and Marketing Coordinator For Marijuana Legalization NORML Nationwide, United States Sales & Community Marketing Manager Alaska Airlines San Jose, CA Inside Sales / Customer Service Rep Rowland Company (The) Philadelphia, PA Regional Sales Director Regenesis Biomedical, Inc. Multiple Locations, United States Regional Catering Sales Manager Einstein Noah Restaurant Group Los Angeles, CA Click here to view more job listings. SmartQuote  Small business owners wear many hats, but in reality, how many of these hats fit really well? And ... how many hats can you wear at the same time and do a great job at all of them?" --Mary Rosenbaum, personal branding strategist, writing at the Fox Business Small Business Center      SmartBrief on Sales Partners SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today! 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