  | June 29, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - Being a leader doesn't always equal being in control
Erik Engberg, who suffers from chronic pain stemming from hip surgery, writes that his discomfort is a reminder that leaders don't always have the power to fix organizational problems. "[B]usiness leaders have to learn that, no matter the effort put forth by themselves and their direct reports, change (pain) is not always under their control," he writes. Linked 2 Leadership blog (6/26)       - Why new sales leaders shouldn't reorganize too quickly
IDC's Sales Advisory Group has created a list of tasks for new sales vice presidents to undertake, but many of the suggestions shouldn't be restricted to new executives, writes Dave Kurlan. For example, it's a good idea for all sales leaders -- new or not -- to take advantage of their organization's resources to learn about their companies and their competitors. On the other hand, contrary to IDC's advice, you shouldn't be too quick to make changes if you are a new sales leader, he writes. "The fastest way to alienate your entire team is to make changes too quickly," he cautions. OMGHub.com/Understanding the Sales Force blog (6/28)  |  | Earn 5X Points on Advertising for the first 3 months and 2X thereafter† with The Business Gold Rewards Card from American Express OPEN.
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  | | | Sales Strategies |  | | |  | - Are your sales reps lying to you?
Salespeople are sometimes dishonest with their managers in order to make it appear that things are going better than they actually are, writes Geoffrey James. For example, if a sales representative claims to have made 100 cold calls, he's probably exaggerating. Likewise, if a sales rep says she wasn't able to close a deal because of pricing, the truth is that a competing representative simply did a better job of selling. Inc. online/Sales Source blog (6/28) - 4 strategies for sculpting stronger sales leaders
Achieving success as a sales manager is getting harder than ever, because technical skills and interpersonal skills are becoming increasingly important. Companies are reacting to this challenge in a number of ways, such as by refining their selection criteria for front-line managers and by offering advanced leadership-training programs. SalesTrainingConnection.com (6/27) |  | You've heard about the switch businesses are making to VoIP phone systems but are they right for your business? With more features and lower costs, the answer is probably yes. But don't take our word for it. Read Ziff Davis' Phone Systems Buyer's Guide and Comparison Guides, FREE with your registration. |
 | | | Daily Data Points | | | |  | |  | Experian has joined forces with Moody's Analytics to create a business index and detailed report that provides insight into the health of U.S. businesses. The new Experian/Moody's Analytics Small Business Credit Index is reported quarterly to show fluctuations in the market and discuss factors that are impacting the business economy. Download the free report now! |
 | | | On the Road | | | |  | - Boot-camp-style hotel fitness programs are growing more popular
More hotels are adopting fitness regimens in the style of military boot camps to cater to the evolving demands of health-conscious travelers, this feature says. "People want to do more than lift weights. A boot-camp instructor or a group-exercise director can bring energy to a workout, and they tailor the workout to that person," said Laurie Mambert, manager of the Health Club at the Fairmont Washington, D.C. USA TODAY (6/25) |  | For independent consultants, establishing a profitable bill rate can seem like guesswork. Download our free Consultant Bill Rate Resource Guide, which includes information-rich bill rate strategy articles that show you how to value and charge for your consulting expertise, including: Cost-Based Method, Market-Based Method, Value-Based Method |
 | | | App Update | | | |  | - App allows iPad-to-iPad presentations
Idea Flight is an application allowing users to make presentations on their iPads that can be viewed by other iPad users connected via a Wi-Fi network. Presentations, which are in .PDF format, can be sent to Idea Flight through Dropbox, or you can e-mail them to your iPad. CBS MoneyWatch (6/28) |  | Interactive marketers are feeling the pressure from government to offer clear, transparent privacy regulations for consumers. This free whitepaper, discusses various legislation, such as the EU Cookie Directive, and outlines how marketers must comply while offering a positive and enriching consumer interaction via the new paradigms of consensual targeting. Get the free whitepaper here. |
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- SmartBrief launches SmartBlog on Education
 SmartBrief has launched its fifth blog on the SmartBlogs network, SmartBlog on Education, bringing together expert educators to talk about the education issues that matter most. Find out more, and subscribe to SmartBrief's suite of education newsletters.  | If you are new, you should not change anything during the first 90 days. The fastest way to alienate your entire team is to make changes too quickly."
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| This SmartBrief was created for cpgbrokers@gmail.com |
| | | | | | | Recent SmartBrief on Sales Issues: - Thursday, June 28, 2012
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- Tuesday, June 26, 2012
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- Friday, June 22, 2012
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