  | December 6, 2011 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - Got a golden parachute? Your company could take the fall
Companies that award hefty severance packages to CEOs set themselves up for a nasty fall, according to a study by Tulane University researchers. Contractual safety nets invite risky strategic decision making, leading companies to underperform compared with rivals whose bosses lack golden parachutes. "With a severance contract, a company is basically saying that even if a CEO fails, there will be no penalty," says Peggy Huang, a Tulane finance professor. The Wall Street Journal (12/5)       |  | The Business Platinum Card® from American Express OPEN
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  | | - Why isn't sales methodology more popular?
Data show that sales methodology implementations can have a large impact on sales success, but many people still don't use them, writes Donal Daly. Many salespeople choose not to use sales methodology because it's not used by everyone in their company or because it is not integrated into the customer relationship management system, he writes. Dealmaker365 (12/4) - Train sales managers to improve sales processes
Sales managers are essential for making sure organizations follow successful sales processes, writes John Kenney. When training sales managers to oversee these processes, use lessons that are tailored to your company and include exercises based on your customers, he writes. "It is easier to make a significant impact with the sales managers because the population is relatively small compared with training the entire sales force," Kenney notes. Sales Benchmark Index/Sales Force Effectiveness Blog (12/4) - Why top performers tend to slow down at year's end
Sales representatives who are just shy of meeting their numbers with little time left in a sales period tend to buckle down and get the job done, while those that have already achieved their goals may start to relax, writes Dave Kurlan. "You love their numbers but I hate the let down," he writes. Unfortunately, sales management often has little impact on this outcome, he writes. OMGHub.com/Understanding the Sales Force blog (12/5) | Daily Data Points |  | | |  | - Olympics and elections are expected to power 2012 ad spending
U.S. elections, the Olympics and the European Football Championship are expected to generate increased advertising spending and lead to overall ad industry growth, despite some gloomy economic forecasts. ZenithOptimedia CEO Steve King expects the effect of these special events to generate $7 billion in additional ad spending, which translates to overall growth of 4.7%. Japan's improving economic situation is also projected to boost ad spending. The New York Times (tiered subscription model) (12/5) |  | Are you ready for what’s next in your career? At Booz Allen Hamilton, our work and our people matter. We’re hiring professionals with great minds and a passion for making a difference in our firm, in our communities, and for our nation. Learn more about career opportunities with Booz Allen, a leading strategy and technology consulting firm. |
 | | - Brilliant last-minute gifts for your favorite business traveler
This slideshow of 10 great gift ideas for business travelers and other frequent fliers can be a lifesaver for the last-minute shopper. "This list has something for every traveler, like a new GPS for the one who never asks for directions, a Kindle for the one who loves to curl up with a book, or a travel garment steamer for the one that always wants to look the best," Katy Dutile writes. International Business Times (11/30) - App helps you to see what you'll get before you head out to dinner
Foodspotting is a new application that allows users to get a better idea of a restaurant's food before stopping in for a bite to eat by letting them view photos of meals uploaded by other users. One drawback to the free app for iPhones, iPads, Androids, BlackBerrys and Windows phones is that even some well-known restaurants have only a few photos available, writes Matt Brownell. MainStreet.com (12/5)
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