| March 12, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - The power of strong leadership to achieve sales success
As science fiction writer Orson Scott Card notes, military leaders can have a tremendous effect on the performance of their soldiers. Likewise, good sales leadership can mean the difference between success and failure, even if the sales representatives are the same, writes S. Anthony Iannarino. TheSalesBlog.com (3/10)      - How to turn employees into true believers
Leaders must focus on changing their workers' actions, thoughts or belief systems, Red Hat President Jim Whitehurst says. It's almost always better to focus on turning your workers into true believers, Whitehurst explains, since they'll automatically also start thinking and acting correctly. "If people really fundamentally believe what you want them to believe, they will walk through walls. They will do anything," he says. The New York Times (tiered subscription model) (3/10) | Sales Strategies | | | |  | - How to drive your sales team crazy
There are a number of surefire ways to frustrate your salespeople, writes Geoffrey James. Keeping them out of the loop on new products, creating difficult-to-understand sales-compensation plans and hiring too many representatives are all sure ways to annoy. Inc. online (3/9)  |  | Successful business organizations have been capturing data about people and turning it into actionable information to make better hiring and development decisions. While business-led talent practices provide considerable benefits for the business and the HR department, this whitepaper explores the value of these activities for business leaders driving talent management functions. |
 | | | Daily Data Points | | | |  | - Sales growth quickens at private companies
Sales increased an average of more than 8.5% at private companies in the last few months, according to Sageworks. By comparison, sales increased about 8% in 2011 and less than 5% the year before. "[A]n unemployment rate of 8.3% is still too high. We hope to see the rate dip down more quickly in the future as privately held companies continue to grow their sales," said Sageworks' Brian Hamilton. Forbes/Sageworks Stats (3/9) |  | How to Get the Package You Need—Without Breaking the Bank
A robust benefits package can be the difference between someone choosing to work with you versus a more established competitor. But with the cost of benefits rising each year, providing a benefits package that helps you attract, retain and motivate talented people gets harder all the time. Download, 5 Ways To Manage The Rising Costs of Benefits. |
 | | - Luggage-makers squeezing out new space-saving bags
Luggage-makers have turned their attention to smaller, more adaptable bags for business travelers who prefer to carry their bags on board a plane rather than check them. "Luggage manufacturers have done a tremendous job with weight over the last three or four years; now they're going after bulk with a lot of compressible/expandable luggage," said Michele Marini Pittenger, president of the Travel Goods Association. MSNBC (3/6) | App Update | | | |  | - Nimble offers an integrated approach to CRM
Salespeople tend to dislike CRM systems, which are often clunky and geared toward management purposes, writes Jim Keenan. One interesting option is Nimble, a CRM that allows users to perform a variety of functions -- including checking e-mail and social-networking sites -- from within the system. However, its analytics capabilities are limited, he writes. A Sales Guy blog (3/9) |  | How can you help your company get well sooner?
Visa Healthcare cards reduce paperwork, reimbursement checks and mailing costs, making your job go faster and more streamlined. They also provide employees convenient access to health-benefit funds, which means happier employees and increased enrollment. Visit visa.com/healthcare to learn more. |
  | | Top five news stories selected by SmartBrief on Sales readers in the past week. - Results based on number of times each story was clicked by readers.
| | | Most Popular Headlines from Last Week Results based on number of times each story was clicked by readers. |
- Daylight saving time is a real killer, scientists say
Americans will be at a significantly greater risk of heart failure today and Tuesday thanks to the biorhythmic stress caused by the start of daylight saving time, scientists say. Researchers say the risk of having a heart attack increases about 10% after the clock change, thanks to the adverse effects of sleep deprivation and circadian-rhythm disruption. Gizmodo (3/9)  | Top sales managers leverage their sales teams by: analyzing the sales team's expertise, chronicling it, and then encouraging their sales team to share their knowledge and experiences."
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