| February 22, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Good leaders don't monopolize the spotlight
Leaders don't always have to go first and dictate the course taken by the organization, writes Sharlyn Lauby. For example, Lauby once worked for a company where the leaders relied on teams of managers to resolve problems. "Leadership isn't about being first. It's about knowing when to go first and when to let others go first," she writes. HRBartender.com (2/21)       |  | 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. |
 | | | Sales Strategies | | | |  | - Pick the right variable-pay plan for each of your sales reps
Compensation plans should vary based on the different sales roles each of your representatives take on, writes Ryan Tognazzini. "The variable pay should match the rep's value in the sale. As their influence on closing the sale increases, so should the variable incentive." While the variable pay received by direct sellers should be based mainly on results, other metrics can be used for representatives who are less focused on closing deals, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (2/18) - How to have a successful working relationship with an outside agency
Before hiring an outside agency for advertising or other functions, you need to make sure everyone at your company is on the same page, writes Mark Reed-Edwards. "[P]erhaps most importantly, you should get the team to agree on a goal." Once you've picked an agency, it's important to monitor progress without being overbearing and to provide feedback, he writes. Eyes On Sales (2/17) |  | 10 Tips for Success in the New Age of Marketing
How can marketers encourage the low-friction relationship today’s buyers prefer yet still gather the data they need to nurture prospects? Learn 10 tips for thriving in “The New Normal,” including the best ways to track leads, use social media and boost email relevance. Download your copy today! | | | - Financial-optimism index highest since 2009
The Country Financial Security Index has reached 65.8, the highest level since December 2009, according to Country Financial. Half of the Americans surveyed said they are able to save, and 80% said they are confident they can pay debts. Accounting Today (2/21) |  |  |  | | See how Cardmembers use American Express OPEN Cards to help run their business:
“We use Membership Rewards® points to send goodies to clients during the holidays. It is always appreciated and allows us to utilize our cash for employee bonuses!” - Kara Atchison, Managed Care Solutions, Inc.
With The Business Gold Rewards Card, you can thank clients when you redeem Membership Rewards points for gifts.
LEARN MORE & APPLY | |  |  |  |
  | | | On the Road | | | |  | - How to protect your mobile devices from hackers on the road
Traveling with mobile devices can expose company data to attack by hackers, writes Michael Eckenfels. To protect sensitive information, leave your personal device at home and bring a replacement for the trip, he recommends. If that's not an option, clear your device of data before making the trip, and shut off your Bluetooth when you aren't using it. SmallBizTechnology.com (2/21) |  | DemandCon, the world’s first conference dedicated to managing the complete Sales Funnel Top-to-Bottom, provides best practices actionable advice from some of the world’s leading experts in B2B lead generation, sales, social media and sales enablement. | | |
- Restaurant robber blames split personality
A man from Leechburg, Pa., who says he has split personalities has admitted to robbing a Chinese restaurant, but claims it wasn't his fault. The man says he didn't realize he had robbed the restaurant until reading about it in the newspaper because the crime occurred when his other personality was in control. MSNBC/The Associated Press (2/16)  | Sometimes, we've got to dig deep and call on skills we never thought we'd need again."
--Rieva Lesonsky, CEO of GrowBiz Media, writing at OPEN Forum  |
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| | | | | | | Recent SmartBrief on Sales Issues: - Tuesday, February 21, 2012
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