| April 23, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Why business leaders must mind their loyalty
Company leaders are often too loyal to their lieutenants, which is bad for business if these executives aren't performing well, writes Robert Sher of CEO to CEO. "A company whose senior managers are coasting on long-ago accomplishments is a company that isn't firing on all cylinders," he writes. The key to correcting this problem is to think about loyalty in terms of how committed employees are to the company. Forbes (4/19)       - Do you know your own prejudices?
You don't have to be a racist to discriminate against people, writes Leigh Steere. Many people bring subconscious biases into their business dealings, and it takes effort to root out and erase those prejudices. "Because each of us harbors unique biases, based on upbringing, culture and schooling, one-size-fits-all corporate programs may not help you truly appreciate and respect diversity," Steere warns. SmartBrief/SmartBlog on Leadership (4/19) | Sales Strategies | | | |  | - Tips for becoming a better coach
To succeed as a sales coach, it's important to have some experience selling the product that your representatives are working with, writes Sean McPheat of MTD Sales Training. You should also offer positive recognition in public and care about the well-being of your representatives. MTDSalesTraining.com (4/20) | Daily Data Points | | | |  | - Economists predict higher growth for the U.S.
Economists in USA TODAY'S quarterly survey are expecting 20% higher job growth for the U.S. this year than they did in January. Economists' median estimate for GDP is 2.5%, up from 2.3% at the beginning of the year. Two-thirds of economists surveyed said they think the Federal Reserve will raise interest rates sooner than its 2014 target as a result of the strengthening economy. USA TODAY (4/22)  |  | Hot off the Presses! Q2 2012 ERP Comparison Guide
Get off to a successful start in the new quarter by shortening the time needed to purchase ERP software. Begin accurately controlling costs, inventory, and revenue forecasts. Learn how in this free download from Ziff Davis. |
 | | | Strategies from Sales & Marketing Management | | | |  | - Don't let delusions draw your salespeople's eyes from the prize
Salespeople often fall victim to the "halo effect trap" by continuing to make sales calls on a prospect because they're getting good vibes -- disregarding signs that the prospect lacks buying authority or other early-warning signs that a sale won't occur, writes Bill Rosenthal, head of the sales-training firm Communispond. Worse still, the halo effect is only one of the tricks the mind can play on salespeople as they work toward making the sale. Sales & Marketing Management (4/20) | |  | How does your background check process stack up? A recent survey of small businesses shows that 45% of respondents reported discovering a person who was untruthful or misrepresented information. Dare to compare your process to the best practices of employment screening in this free small business spotlight report. |
 | | | On the Road | | | |  | - The practical implications of a combined US Airways and American Airlines
The possible merger US Airways and American Airlines could help the companies to compete for the business of large companies, but it wouldn't necessarily mean lower prices for consumers. Recent consolidation in the airline industry "has resulted in increased fares, and the ability to pass through supply cost increases, typically fuel prices, which have been increasing over the period and has had some volatility," according to analyst Robert Mann Jr. U.S. News & World Report (4/20) |  | How can you help your company get well sooner?
Visa Healthcare cards reduce paperwork, reimbursement checks and mailing costs, making your job go faster and more streamlined. They also provide employees convenient access to health-benefit funds, which means happier employees and increased enrollment. Visit visa.com/healthcare to learn more. |
  | | | App Update | | | |  | - Product seeks to integrate social listening, CRM
Kana Software has introduced an application that seeks to combine social listening and CRM capabilities. The app can look for relevant posts and judge their sentiments. For example, "[i]f it is a compliment, the company might want to send a thank you note," said Kana's Ajay Khanna. CRM Buyer (4/23) |  | 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. |
 | | Top five news stories selected by SmartBrief on Sales readers in the past week. - Results based on number of times each story was clicked by readers.
| | | Most Popular Headlines from Last Week Results based on number of times each story was clicked by readers. |
- What gobbling ice cream and migraines might have in common
Research on "brain freeze" -- the head pain that comes from quickly eating or drinking a cold beverage or food -- might provide new answers for treating migraines or traumatic brain injury headaches, researchers say. Tests found the anterior cerebral artery opened wider and pushed more blood to the brain just before brain freeze, then contracted as the pain disappeared. Such pressure might be responsible for other headaches, scientists say. ScientificAmerican.com (4/22)  | Tolerating poor performers out of a sense of personal loyalty is in fact disloyal to the company."
--Robert Sher, founding principal of CEO to CEO, writing at Forbes |
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