  | December 16, 2011 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Is your company investing enough in growth?
Research shows that companies that are focused on increasing sales are likely to return higher value to their shareholders, Gregory Milano writes. Companies that invest in expanding their business today will reap the benefits as the economy heats up. "As we enter 2012, executives face an important opportunity to pursue strategic priorities that drive a better balance between top-line growth and return on capital," Milano writes. CFO.com (12/14)      | Sales Strategies | | | |  | - Sales trends to look out for in 2012
Companies will have to provide strong customer service to set themselves apart in 2012, writes Drew Stevens. "Clients today are increasing their desire to be treated well by their vendors. Customer service is the ultimate in competitive differentiation," he writes. Other trends to be aware of for the new year include a focus on results for sales teams and the continued ineffectiveness of cold calling, he writes. Stevens Consulting Group blog (12/13) - How you should be running your sales meetings
Work to educate your sales team to make your sales meetings more productive, writes Sean McPheat. Talk regularly with your sales representatives to identify the issues they face, and then address them during meetings -- without singling anyone out, he recommends. Also focus on demonstrating concepts and keeping representatives motivated, he writes. MTDSalesTraining.com (12/15) - Productivity-based compensation plans get teams selling more
Many companies set quotas for individual representatives based on companywide revenue targets developed in the C-suite, but this top-down approach is ineffective, writes Ryan Tognazzini. Instead, sales leaders should forget the quotas and focus on the productivity of salespeople when crafting compensation plans, he writes. The key is to determine the level of sales at which the company breaks even, and develop the compensation plan with that in mind. Sales Benchmark Index/Sales Force Effectiveness Blog (12/15)  |  | To combat piracy and avoid lost revenue, ISVs need to understand what types of software attacks are out there and how to defend against them. Be aware of the types of attacks you're facing. Implement the right protection. Start by downloading this free whitepaper from SafeNet. |
 | | | Daily Data Points | | | |  | - Finance chiefs predict job growth for 2012
Chief financial officers are feeling better about the future of the U.S. job market, according to the Duke/CFO Magazine Global Outlook survey. Respondents expect employment to grow by 1.5% in 2012, compared with a prediction of 0.9% in the previous quarterly survey. FINS.com (12/15) |  | Organizational Privacy Architecture and Assessment
This checklist for Ecommerce, Web Development and Design, and Direct Marketing professionals enables you to gauge your organization’s privacy compliance and best practice levels. Thousands of companies leave the intricacies of privacy management to TRUSTe, the 13-year-old leader in online privacy. Gain an overview of the program today. |
 | | - KLM goes social to help flyers "meet and seat"
KLM Royal Dutch Airlines is preparing to launch a new social tool that will allow passengers to learn about fellow flyers' interests and book seats next to people they're likely to get along with. The "meet & seat" tool was met with a tepid initial response, with critics saying that by blurring the line between travel bookings and online dating, the service "could be fodder for a flight from hell." TechCrunch (12/15)
- A guide for deciding how much you can drink at the office holiday party
For many, office holiday parties require getting just tipsy enough to overcome awkwardness without getting so drunk as to do something you'll regret, writes Matthew Latkiewicz. To strike the right balance, it's important to consider both your company's culture and where you stand within it, he writes. Then adjust your intake based on what happens at the party -- if your boss is hammered, you can drink a little extra, for example. New York magazine/Grub Street (11/30)  | Avoiding trends or becoming cocky [toward] them might mean the difference between surviving and thriving."
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