| January 19, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - The problems that come with being in a position of power
Research shows that people with more power are less inclined to listen to others' advice. One key implication of the study for the sales organization is that sales managers should be sure to take advice into account, write Richard Ruff and Janet Spirer. It's also important to remember that sales representatives are different and that some may respond better to certain coaching techniques than others. SalesTrainingConnection.com (1/18)      - 4 ways to become a master communicator
Good business communication starts with organizing your thoughts clearly, writes Steve Tobak. Only then can you move on to writing, speaking or making a major presentation. "Before any important conversation or meeting, take a moment to have a little chat with yourself about whom you're meeting with, the type of meeting, and what your demeanor and approach will be. ... Be yourself; that always works best," Tobak writes. CBS MoneyWatch (1/17)  |  | Fly a lot? Earn 3X rewards points on airline purchases with The New Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster:
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  | | - How to get your sales organization back on track
The first step to overhauling a faltering sales organization is to determine how it's currently functioning, writes Gerhard Gschwandtner. Afterward, "[a]rticulate the new vision, create a realistic sales-transformation road map, and define what success looks like." To drive the change, create a positive culture for sales and make sure the sales organization is working with the rest of the company, he writes. Selling Power/Selling Power blog (free registration) (1/17) | | | - Airline card perks can help travelers stay sane
Frequent air travelers might do well to consider using airline-branded credit cards that exchange boarding priority, award miles and other perks in exchange for annual fees, writes Joe Sharkey. The benefits of the credit cards can make the flying experience much more pleasurable. "I have a feasible choice: drop the American Express Platinum card I use for travel, which has a $450 annual fee, but no priority boarding rights. Instead, I can pay the smaller fees for various airline-branded cards that offer priority boarding and other perks," Sharkey writes. The New York Times (tiered subscription model) (1/16) | | |
- Faster, higher, stronger ... woollier?
A lobbying group in New Zealand wants sheep shearing to be included in the Olympics. "I can testify to the physical effort shearing takes. Surely, the time has come to elevate shearing's sporting status to the ultimate world stage," said Jeanette Maxwell, a spokeswoman for the group. Sheep shearing is already considered a sport in the country, and the World Shearing Championships are set to be held in March. The Telegraph (London) (1/18)  | In order to win major accounts in today's B2B market, a sales manager needs to leverage all the company's assets and resources including other sales managers, marketing, and technical support."
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