| March 21, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - How to evaluate your sales leaders
Leadership is critical to the success of any sales team, so it's important to make sure you have the right people in charge, writes Tony Albachiara. He provides a five-step evaluation process that can be used to judge sales leaders based on their competencies and ability to get the job done. After performing the assessment, you should continue to develop the most talented sales leaders and let go of the least talented ones, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (3/20)       - How to fire someone with style and grace
Firing someone is the hardest task most bosses ever face, and that often leads them to hurry through the process with little regard for the long-term consequences, Ron Ashkenas writes. Leaders who are prepared, clear and compassionate are more likely to emerge with their reputations intact. "It never gets easier," Ashkenas says. "So if you have to do it -- do it right." Harvard Business Review online/HBR Blog Network (3/20)  |  | Leveraging Cloud Security to Weather Threatening Storms
Web attacks and retribution campaigns are on the rise, and they have become more frequent, more random and more extreme. This paper assesses the current cyber threat environment and discusses the use of distributed cloud services as an effective means to protect against evolving, modern-day IT threats. |
 | | | Sales Strategies | | | |  | - You must manage to your team members' needs
As a sales manager, you should tailor your efforts to the individual needs of each salesperson, writes Sean McPheat of MTD Sales Training. "You have to recognize the personality differences, skill levels and potential of each member of your sales team and treat them accordingly." For example, some salespeople need to be monitored closely; others desire more freedom. MTDSalesTraining.com (3/19) - How to boost your lead-qualification capability
Improving your team's lead-qualification efforts can lead to better sales results, writes Richard Ruff of Sales Horizons. Salespeople should consider factors such as how profitable an opportunity could be and whether it might lead to future work. They should also consider whether competitors are positioned to seize the opportunity. SalesTrainingConnection.com (3/19) | Daily Data Points | | | |  | - Housing permits surged 5.1% in February
Housing permits jumped 5.1%, to 717,000 units, in February, the Commerce Department reported. It was the highest rate since October 2008. "The data provide further evidence of a rebound in housing activity," said Eric Green, chief economist at TD Securities. "Housing is being nursed back to health, but getting out of rehab takes time." Housing starts slipped 1.1% in February. Reuters (3/20) |  | 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. |
  | | - The evolution of travel apps
Travel applications are becoming a key part of the way that people plan their trips. "Increasingly, we'll see people rely on apps in the way they previously relied on maps, guide books and indeed personal assistants, booking flights and hotels," said Tom Dunmore of Mediablaze. For example, Kayak's travel app has generated 12 million downloads in the past few years. CNN (3/20) | App Update | | | |  | - Salesforce focuses on providing social tools
Salesforce.com's core focus is no longer on sales automation; it is on Chatter, its enterprise-focused social media solution, writes Shel Israel. Salesforce says it has 150,000 enterprise customers for its Chatter service, and, at a recent event, several companies explained how they are using social tools. Forbes (3/20)
- Is it a bird? Is it a plane? No, it's grandma
A great-great-grandmother from Utah celebrated her 101st birthday by taking up paragliding. Mary Allen Hardison had celebrated 90 years by riding every roller coaster at Disneyland. "Just because you are old doesn't mean you have to sit on your duff all day," she says. Reuters (3/20)  | Deals are won and lost in the discovery phase of the sales/buying process."
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