| January 18, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - When should you manage, and when should you lead?
Management and leadership aren't the same, and knowing when to focus on each is crucial, Marc Cenedella of TheLadders says in this Big Think video. "Leadership is what is hard or what is impossible or what can't be done and why we're going to go do it," he says, but "management style is really more focused around ... what is it that we actually have to accomplish." Entrepreneurs will want to pay special attention to leadership, Cenedella says. SmartBrief/SmartBlog on Leadership (1/17)      | - There's a 90% chance you're useless as a boss, researchers say
Only about 10% of bosses are capable of effectively taking "purposeful action," according to a recent study. Forty percent tend to be high-energy but directionless, 10% have direction but lack the energy and drive to make things happen, and 30% have neither. "No wonder most businesses are so unproductive," writes Margaret Heffernan. CBS MoneyWatch (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. |
 | | | Sales Strategies | | | |  | - How to stop new hires from sticking with their old jobs
Sometimes salespeople decide to stay at their current jobs even after accepting offers for new positions, writes Dave Kurlan. There is usually one of two reasons for their doing so: money or apologies for past mistreatment. To guard against falling victim to the reason, it's important to ask questions during the interview process that can allow you to determine whether candidates have a need for approval. OMGHub.com/Understanding the Sales Force blog (1/16) - It's time to start listening to your sales team
Many high-performing salespeople don't think that their organizations are listening to what they have to say, writes Tony Albachiara. You can get more feedback by holding meetings with sales executives led by someone outside the organization and by going into the field with your representatives, he writes. "Pinpoint the feedback that can be most beneficial to your sales organization and implement it the right way." Sales Benchmark Index/Sales Force Effectiveness Blog (1/15) - Moves you can make to fly through an airport faster
Packing correctly, belonging to a prestigious frequent-flier program and carrying "TSA-friendly" bags are three good ways to cut down on the time spent in airport security-screening lines. But the quickest way to speed through airports is signing up with one of the Customs and Border Protection Trusted Traveler programs. "Passengers go through a screening prior to arriving at the airport, so while they will go through a dedicated line, they would also routinely receive expedited screening," said TSA spokesman Greg Soule. CNBC (1/13) - App developers set their sights on the B2B market
Statistics from BetaBait indicate application developers might be shifting their focus away from games and other entertainment apps and toward those for B2B purposes, Rip Empson writes. "[I]t's difficult to resist the urge to build for the consumer web ... but the B2B and B2B2C spaces, I would argue, have lower barriers for entry, and the business models tend to be a bit more defined," he writes. TechCrunch (1/16) | SmartPulse | | | |  | - Do your long-standing team members have trouble selling new products?
| Yes, but only sometimes |  46.81% | | Yes, almost always |  27.66% | | No, almost never |  25.53% | -
Sales leadership and training are key to peddling a new product: Not surprised by the "Yes" result this week. Why? Because most long-standing team members have their sales processes established. When a product is rolled out, they continue to sell products they know; the new product becomes an "Oh, by the way" discussion after they are finished selling long-standing products. While it might seem easy to blame such salespeople, the problem is typically caused by insufficient sales leadership and training when a product is rolled out. Product training is not enough -- sales leaders need to teach their teams how to incorporate the new product into their established sales process. When properly trained, they can lead with this product and include it as part of a larger sale or more integrated solution.
-- Stephen Pia, sales trainer and coach and founder of COACH MEdia What do you think? Join the discussion on SmartBrief's SmartBlog on Leadership. - Have you ever hired a new sales representative only to have that person decide to stay with his or her current employer?
 | Yes | | No |
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 | Make it a priority to spend time in the field with your Account Executives, and while you're there, ask them questions that can improve sales strategy."
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| | | | | | | Recent SmartBrief on Sales Issues: - Tuesday, January 17, 2012
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