How sales managers should spend their time

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March 14, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    Are you a sunbeam or a storm cloud? Bosses control the weather in their workplace, writes Scott Eblin. A leader's off-the-cuff remarks or sideways glances can be enough to put a spring in their worker's step or to drag down the mood of the whole office, Eblin writes. "If the leader is sunny and bright, everyone else is likely to be sunny and bright. If the leader is stormy and cloudy, get your umbrella out," he adds. SmartBrief/SmartBlog on Leadership (3/12)      Better Sales Training Laugh more, sell more. RealBiz Shorts are funny, short videos from Second City Communications designed to enhance your sales training with a hilarious take on critical, real-life challenges facing organizations and sales reps. The first few laughs are on us, so why not check out a preview? Sales Strategies    Sales coaching is a 2-way street Sales coaching is often conducted as a one-way process in which the sales manager tells his or her representatives what to do, but it shouldn't be like this, writes David Brock. Instead, coaching should be a process of mutual growth that empowers salespeople, he writes. "Effective coaching challenges each of us to look at things differently, to think about new approaches," he writes. Partners in Excellence Blog (3/13)      Is it time to redraw your sales territories? A number of factors -- including changes in the size of your sales organization and the introduction of products or services -- may mean that it's time to restructure your sales territories, writes Bryce Record. You may also want to re-evaluate your territories as your clients undergo changes and as your representatives progress through their careers. Sales Benchmark Index/Sales Force Effectiveness Blog (3/13)      How sales managers should spend their time Sales managers shouldn't dominate the sales process; instead they should facilitate the success of their teams. It's important to hire top-notch salespeople and to remember that it's their job -- not the sales manager's -- to meet their quotas. YourSalesManagementGuru.com (3/12)      Advertising alone is not a complete mobile strategy. Learn how to use every mobile opportunity to your advantage. Download our report “Beyond Mobile Ads: 3 Tips for Your Mobile Marketing Strategy” and learn how marketers are building closer ties with on-the-go consumers as they surf, search, share, and consume entertainment on their mobile devices. Daily Data Points    ZenithOptimedia sees ad growth on the horizon ZenithOptimedia revised its global ad-spending forecast made in December up a notch, predicting a 4.8% increase, to $489 billion, this year. Battered Europe is expected to stay down, but Asia and Latin America will compensate. Projections call for 5.3% growth in 2013 and 6.1% in 2014. Advertising Age (tiered subscription model) (3/13), Reuters (3/13), The New York Times (tiered subscription model)/Media Decoder blog (3/13)      Other News Survey finds opportunities in sustainable packaging Los Angeles Times/L.A. at Home blog (3/13)      Study: Big data is too little, too late for most marketers MediaPost Communications/Marketing Daily (3/13)      Hiring exceptional talent is critical to the success of your business. Whether it’s the executive who offers visionary leadership, or the sales professional who won’t settle for less than 100%, a business needs great people to thrive. This guide provides best practices for securing the top talent you need to drive business results. On the Road    Vest lets travelers wear luggage A lightweight vest with 24 pockets could allow travelers to pass through an airport security checkpoint wearing almost everything they need for their trip. The vest includes a pocket large enough to carry a laptop computer or an iPad. Las Vegas Sun (3/9)      Successful business organizations have been capturing data about people and turning it into actionable information to make better hiring and development decisions. While business-led talent practices provide considerable benefits for the business and the HR department, this whitepaper explores the value of these activities for business leaders driving talent management functions. App Update  Apps allow users to edit Microsoft Office documents on their iPads Applications that allow iPad users to edit Microsoft Office documents could make the tablet a more useful business tool. There are several options to choose from, including Documents To Go and cloud-based services such as CloudOn and OnLive. The Globe and Mail (Toronto) (3/13)      Secure your business with ADT® 24/7 Monitoring Get effective, affordable protection with ADT® Business Security. Video surveillance and remote access solutions can be customized to fit your needs. Now save up to 35%! Sign up for a free review today! Featured Content    10 Ways to Add Punch to Your Pitches Jacob Harper LinkedIn Co-founder Reid Hoffman's Best Advice Courtney Rubin 5 Ways Small Businesses Can Improve Their Online Presence Vivian Giang Is Your Big Idea Too Far Ahead of Its Time? Anita Campbell Using HopStop to Target Customers Traveling Nearby Stephanie Miles Making Small Talk  Father makes son display bad grades on a street corner as punishment A parent made his son stand on a street corner in Florida with a sandwich board that announced his poor grades. "I'm in the 7th grade and got 3 F's. Blow your horn if there's something wrong with that," the sign read. The student's father said that he was "trying to reach him." The Telegraph (London) (3/12)      Position Title Company Name Location Sales Engineer WSI Hamamatsu Corporation San Diego or San Jose, CA Full-Time/Part-Time Assignments Available Brand Solutions central Nationwide, United States Senior Sales Manager Mariott International Washington, DC Click here to view more job listings. SmartQuote  Effective coaching stretches the manager -- it requires growth and discovery for the manager." --David Brock, serial entrepreneur and consultant, writing at the Partners in Excellence Blog      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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