  | March 27, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - How not to manage a sales team
New managers sometimes try to turn their representatives into copies of themselves, but this is a mistake, writes Paul McCord. "Typically the harder the manager tries to 'coach' each of their salespeople to mimic the way they sold, the more frustrated each seller becomes and the more resistant to being 'coached.' " Managers also shouldn't try to close all of the deals themselves or try to be best friends with their salespeople, he adds. Sales and Sales Management Blog (3/26)       - 7 common threads between beer and leadership
Just as there are many kinds of beer, leadership comes in a variety of forms, Kevin Eikenberry writes. "Simply put, people are leading if other people are following," he writes. Also, in a similar manner to how beers taste different based on their ingredients, leaders operate differently based on the sources they've learned from, he writes. KevinEikenberry.com (3/26)  |  | Learn how Oka b. stays a step ahead with eCommerce solutions from Amazon
In this case study you’ll learn about eCommerce solutions from Amazon that have driven business results for Oka b. — a U.S. manufacturer of casual footwear — and helped them achieve greater business success. Download the case study. |
 | | | Sales Strategies | | | |  | - How to help salespeople adapt to change
Getting your sales team to adapt to change can be difficult, but it's easier if you can convince representatives that new initiatives will allow them to earn more money, writes Sean McPheat of MTD Sales Training. "Being able to point out other sales teams or even other organizations that have made this change, and show how they made more money, is best." Salespeople will more easily adapt to change if they understand that it is based on their ideas, he explains. MTDSalesTraining.com (3/26) |  | Hiring exceptional talent is critical to the success of your business. Whether it’s the executive who offers visionary leadership, or the sales professional who won’t settle for less than 100%, a business needs great people to thrive. This guide provides best practices for securing the top talent you need to drive business results. |
 | | | Daily Data Points | | | |  | - Service industry helps recovery
The service sector is taking the lead in boosting economic expansion, after manufacturing has been a primary driver. The shift "provides a broader base for the economic expansion and actually is a source of more sustainable growth," said Richard DeKaser, deputy chief economist at Parthenon Group. Bloomberg (3/26) |  | Buyer's Guide: eSignature Solutions for Sales Contracts
Learn how to reduce time-to-signature in the sales process with eSignatures. Ever since Congress passed the ESIGN Act in 2000, which established the legality of electronically signed documents, companies have begun to recognize the importance of eSignatures to their profitability. | | | | On the Road | | | |  | - 3 business-travel tips for road warrior moms
Mothers face some unique physical and emotional challenges when they travel for business, writes Amber Mac. But mothers can put their minds at ease by getting the household affairs in order and preparing their children for their trips before they leave. And when they're away, they should enjoy the experience of having a break. Fast Company online (3/26) |  | Register now for the IBM Virtual Conference: The Future of Database and Data Warehousing Software April 3rd. IBM will feature exciting announcements. Join noted industry analyst Colin White, IBM Information Management CTO Tim Vincent and a series of IBM thought leaders as they reveal the latest innovations and trends in database and data warehousing software. |
 | | - Using CRM in the world of social media
Organizations will have to find new customer relationship management solutions to meet their social media marketing needs, writes Michael Scissons of Syncapse. "An effective Social CRM strategy must focus on better understanding, anticipating and responding to the needs of existing and potential customers by leveraging social data to create stronger, mutually beneficial relationships." Companies can start by examining customer touch points and determining their needs, he writes. Advertising Age (tiered subscription model) (3/26)
 | More than anything else, sales management is about leadership, not about control or being the big shot or even just making the numbers."
|
| | SmartBrief on Sales Partners |  |  |  |  |
| SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today! | | |
| This SmartBrief was created for cpgbrokers@gmail.com |
| | | | | | | Recent SmartBrief on Sales Issues: - Monday, March 26, 2012
- Friday, March 23, 2012
- Thursday, March 22, 2012
- Wednesday, March 21, 2012
- Tuesday, March 20, 2012
| | | Lead Editor: Brooke Howell
Mailing Address:
SmartBrief, Inc.®, 555 11th ST NW, Suite 600, Washington, DC 20004 | | | | | | © 1999-2012 SmartBrief, Inc.® Legal Information | |
No comments:
Post a Comment
Please comment thoughtfully CPG Brokers, your best resource to optimize your in store self exposure and maximize sku distribution.