| January 17, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - 3 traits of successful 21st-century leaders
Modern leaders need to combine realism with optimism, give their workers a sense of purpose and be able to find order in the clamor of daily life, says executive coach Justin Menkes. That adds up to the kind of vision that keeps workers motivated and helps companies to stay successful, he says. "Today, a paycheck is not enough. Workers have to get out of bed every morning believing in what they're doing," Menkes says. The Washington Post (1/10)       |  | Earn 2X rewards points on shipping costs with The New Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster:
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  | | | Sales Strategies |  | | |  | - Standardize processes to increase sales opportunities
Many sales representatives have a narrow outlook that overlooks opportunities for maximizing sales revenue, writes John Kenney. Companies can address this issue and increase the share of wallet they get from each customer by creating standardized processes that allow different divisions to work together, he writes. "A standardized sales process makes it possible for the entire organization to 'plug in' to the sales process in a way that is seamless to the customer." Sales Benchmark Index/Sales Force Effectiveness Blog (1/12) - How to build C-level support for buying new sales tools
It can be difficult to get company leadership to agree to spend money on tools to boost sales performance, writes Christopher Cabrera. To help overcome their reluctance, determine the potential risk involved with the technology and focus on how it could improve productivity. "Technology is our means to accomplish our aims. Always begin with the aim, before pitching the means," he writes. Selling Power/Selling Power blog (free registration) (1/12) - Why your team needs a coach, not a boss
Telling your salespeople what to do isn't good enough; you must coach your representatives so that they are not dependent on you for their continued success, writes S. Anthony Iannarino. The real-life situations faced by your salespeople make good opportunities for coaching, he notes. "Coaching allows the sales manager to spend the time working with their salespeople not only on the problem, challenge, or opportunity at hand, but also on the more important outcome that is the salesperson's continued development and growth." TheSalesBlog.com (1/16) |  | 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. |
 | | - Economic risk is among businesses' main concerns, survey finds
Business professionals' biggest concerns include economic risk, according to a survey by Allianz Global Corporate & Specialty. Business clients could, however, be underestimating the threat of cyberrisks, Allianz risk experts said. "In the current climate we have all become acutely aware of the pervasiveness of economic risk," said Michael Heise of Allianz, adding that "nervousness and volatility in the financial markets eventually undermine confidence and business activities in the real economy, which in turn further unsettles investors and the markets." PropertyCasualty360.com (1/16) - Food and fitness tips for the health-conscious road warrior
By planning ahead for exercise, snacks and decent meals, the business traveler can sidestep the health risks associated with life on the road, experts say. It's a healthier way of life that can lead to a better business-trip outcome. "You can't be on your game if you feel bad," said functional-medicine specialist Jonathan Spages. The Miami Herald (free registration) (1/13) - Hack-proof your Facebook account
There are several ways to help protect your Facebook information from hackers, Dan Tynan writes. Use secure browsing and enable log-in notifications to figure out if someone else has logged in to your account. Also, use security software and watch out for Facebook scams, he writes. PC World Business Center/ITworld (1/16)
- Economists explain your flabby belly
Every January, people flock to gyms, hoping to shed a few pounds, but most go only a few times before sliding back into a sedentary lifestyle. Economists say that's "hyperbolic discounting," which makes immediate rewards such as a nap or a snack more enticing than a distant reward like reduced flabbiness. TheAtlantic.com (1/13)  | If you want your company to achieve its revenue goals, you must find and deploy sales performance tools that work faster, better and cheaper."
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