What no sales leader can do

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March 30, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    Reevaluate your priorities to rev up your leadership To achieve your objectives this year, you may have to let go of some of the tasks you have been working on, writes executive coach Scott Eblin. The key is to set clear goals and then figure out on which areas you need to concentrate to be successful. Then delegate the tasks it no longer makes sense for you to spend time on. EblinGroup.com/Next Level Blog (3/29)       Small-business owners can seize opportunities to help reduce their taxes, lower their expenses and reinvest in their businesses this tax season. This free white paper brought to you by American Express OPEN, will help you learn how to navigate changes in tax legislation, leverage often overlooked deductions and strategize for the coming years. SmartBrief readers: Download your 2012 Small Business Tax Strategy white paper now. Sales Strategies    Set your staff up for a strong 2nd quarter If the first quarter hasn't been great for your organization, analyze the sales team to figure out where to focus attention in the second quarter, writes Ryan Tognazzini. Your highest priority should be those who were more than 25% under their quotas in the first quarter. You should look for root causes rather than immediately blaming your salespeople, he advises. Sales Benchmark Index/Sales Force Effectiveness Blog (3/28)       What no sales leader can do Don't hire salespeople with glaring flaws and assume you will be able to help them overcome these issues, writes S. Anthony Iannarino. "It's a mistake to hire people with the hope that you can change them. ... [P]eople only change when they want to change." TheSalesBlog.com (3/28)       How to hire better salespeople Using personality tests to evaluate how well-suited an applicant is to the sales profession can help you make better hires, according to Dana Borowka, co-author of "Cracking the Personality Code." It's also a good idea to compare the strengths and weaknesses of potential sales hires and to ask questions that reveal aspects of their personalities, Borowka advises. CBS MoneyWatch/Sales Machine blog (3/28)       Leveraging Cloud Security to Weather Threatening Storms Web attacks and retribution campaigns are on the rise, and they have become more frequent, more random and more extreme. This paper assesses the current cyber threat environment and discusses the use of distributed cloud services as an effective means to protect against evolving, modern-day IT threats. Daily Data Points    Survey finds global executives feeling more optimistic Global executives have become more upbeat about economic conditions, according to a survey of businesspeople in 60 countries. The percentage of executives who say their companies are planning to add workers has increased overall since the fourth quarter. But in the U.S., the percentage decreased, to 43% from 45%. The Wall Street Journal/Dow Jones Newswires (3/29)       Is Your Business Listed Correctly Online? Online business listings give you the ability to get found by millions of potential customers online. If your listings are missing or incorrect then you're costing yourself business. Check to see how your business is listed by using our scan. On the Road    Cut the hassle of travel with 25 proven tips Pack smarter and print boarding passes earlier and you're already on your way to a less-stressful flight, this feature notes. Travel writer Scott McCartney has compiled 25 simple yet effective ways to fly right. "Any strategies to lessen the hassle become cherished keepsakes. Here are some of the most-effective techniques I use to improve the travel experience," McCartney writes. The Wall Street Journal (3/28)       Other News Rosewood Hotels and Resorts offers guests complimentary "fragrance butler" TerminalU.com (U.K.) (3/27)       RadioShack has a global presence and a variety of innovative products and services. With reasonable investment levels and hundreds of potential markets, a RadioShack franchise represents an exciting opportunity for you to associate with a powerful retail brand. Click here to learn more. App Update  SuccessFactors offers free social collaboration tool to compete with Chatter SuccessFactors, a subsidiary of SAP, is offering a free version of a social collaboration tool called Jam. There will also be a premium version of the platform, which provides features such as user profiles and file sharing. The move is designed to fend off competition from Chatter, Salesforce.com's collaboration tool, according to analyst Ray Wang of Constellation Research. PCWorld Business Center (3/28)       Other News Google introduces new records-archiving system for businesses TechCrunch (3/28)       Featured Content    Small Business Week in Review Business Editors 7 Tips for Working From Home With Kids Justine Grey 7 Questions to Ask Before Hiring a Consultant Katie Morell Do You Need to Have Money to Make Money? Courtney Rubin 6 Ways to Handle Negative Online Reviews Marcia Turner Making Small Talk  Eat like an octopus, age like a despairing lion The ancient Roman Aelian devised some amusing myths masquerading as immutable laws of nature, writes Maria Popova. The octopus was said to be so voracious it would eat its own tentacles, while elephants can be seduced by beautiful women. Aging lions go into a funk and let their offspring do all the hunting -- but they're tenderly grateful at meal time. Brain Pickings (3/29)       Click here to view more job listings. SmartQuote  All managers want to select the right salespeople. Alas, it doesn't always work out that way." --Dana Borowka, co-author of "Cracking the Personality Code," as quoted by CBS MoneyWatch's Sales Machine 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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