| March 15, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Cultural fit is everything
This week's public routing of Goldman Sachs by a high-level banker on his way out emphasizes the importance of working for a company with a culture that matches your values, writes Geoffrey James. If your company isn't a good cultural fit, then you won't succeed, and you will get stressed. "That's why your first question before joining any organization should always be: Does working for this company fit with my beliefs?" Inc. online/Sales Source (3/14)      - How to lead like Butch Cassidy
Bosses should model themselves on Butch Cassidy, the bank robber played by Paul Newman in the 1969 film "Butch Cassidy and the Sundance Kid," writes Geoff Loftus. Butch isn't the toughest fighter or the fastest draw, but he succeeds because he combines a smart, analytic approach with a willingness to take chances and make tough decisions quickly. "No paralysis through analysis," Loftus writes. "No matter how tough things are, take action." Forbes (3/14)  |  | Report: Sales Teams Are Stretched Too Thin To Maximize Revenue - Sales teams across the globe are expected to cover more than ever. New research shows that this has made it much more difficult for them to see competitive defections and opportunities to sell more – "blind spots" that can cause as much as 12% of revenue to fall through the cracks. Learn how companies are taking simple steps to address this. | | | - How to evaluate a prospective sales hire
"With sales people being experts in the interview, you are at a disadvantage" when you try to give them a solid evaluation, writes Jim Keenan. You need to be sure to ask specific, targeted, open-ended questions that get at how a candidate thinks, so you can see through to the values and other characteristics that really count. A Sales Guy blog (3/14) - 4 ways to improve sales-force retention
The improving economy could lead to more turnover in the sales force, which can be a costly issue, writes Janet Spirer of Sales Horizons. Organizations can improve their retention by fine-tuning their compensation packages, offering opportunities for career development and re-evaluating how they hire, she writes. SalesTrainingConnection.com (3/14) | Daily Data Points | | | |  | |  | The SHRM 2012 Annual Conference & Exposition has everything you need to return to your office and make a real, measurable impact. In addition to a proven combination of innovative strategies and essential HR fundamentals, you also have access to the most expansive HR marketplace in the world. Don’t miss out. JUNE 24 – 27, 2012, ATLANTA, GA. REGISTER ONLINE NOW! |
 | | | On the Road | | | |  | - 3 airlines are honored as "2012 Customer Service Champions"
JetBlue Airways, Southwest Airlines and Virgin America are among the 50 companies that were named "2012 Customer Service Champions" this week in an annual J.D. Power and Associates report. "Their people are clear differentiators. They're courteous, they're friendly, and they're easy to get along with," said Gina Pingitore, chief research officer for J.D. Power. MSNBC (3/14) |  | 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. |
 | | | App Update | | | |  | - Salesforce executive says social tools will come to define company
The virtual company in a global market is a new reality of B2B, says Salesforce Executive Vice President John Wookey. In charge of the social-performance tool Rypple, Wookey says prospects are "going to start asking what kind of social-networking tools do you use because, to them, it sort of describes the type of company that it is that they're talking to." GigaOm (3/14) |  | 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. |
 | | | SmartPulse | | | |  | - Approximately how much of your time is spent traveling for work?
| Less than 25% |  35.85% | | 26% to 50% |  27.36% | | I rarely travel |  17.92% | | 51% to 75% |  13.21% | | 76% to 100% |  5.66% | - How well do you think you fit in with your company's culture?
 | Very well | | Somewhat well | | Not so well |
|  | The next generation of talent management practices and solutions will be impacted by economic evolution, demographic changes and technology advancements, as they influence the way people work. Learn how companies must adapt to remain effective in the future by downloading this white paper. |
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 | If there's a disconnect between your core beliefs and your job description (spoken or unspoken), you'll inevitably sabotage yourself."
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| | | | | | | Recent SmartBrief on Sales Issues: - Wednesday, March 14, 2012
- Tuesday, March 13, 2012
- Monday, March 12, 2012
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- Thursday, March 08, 2012
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