  | March 20, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Be cynical, critical and hypocritical to drive workers away
Managers can drive away their best employees by combining a cynical outlook with a "do what I say, not what I do" attitude, writes executive coach Joel Garfinkle. If you think your team is only in it for the paycheck and needs to be taken to task for errors rather than praised for smart risks -- and if you won't do the tasks you demand of your workers -- you're sure to have retention problems, Garfinkle writes. SmartBrief/SmartBlog on Leadership (3/19)       | Sales Strategies | | | |  | - Prepare your sales team to thrive as the economy recovers
Reviewing your organization's sales-management plan is critical to success in the recovering economy, writes Ken Thoreson. Companies should track metrics such as the win/loss percentages of their salespeople. It's also important to focus on leading indicators such as the number of new-prospect calls and in-person sales calls made each week, he writes. YourSalesManagementGuru.com (3/19) - Why you should let your data see the light of day
Having access to performance data can help to keep employees motivated and incentivized to do a good job, writes Christopher Cabrera of Xactly. "When sales data is easy to access and easy to use, sales reps can see in real-time how they will be compensated for selling the things the company wants them to sell, such as higher-margin products," he explains. Selling Power (free registration) (3/16)  |  | Best Practices for Marketing Automation Excellence
Discover how you can start with a few key marketing automation features and gradually increase sophistication with this eBook on foundational, recommended and better practices. Topics include scoring, routing, email, data integration, reporting and more. Download your copy today! | | | | Daily Data Points | | | |  | - The $684 billion Internet economy
At $684 billion in 2010, the Internet has grown to the point that it contributes more to the U.S. economy than the agricultural, construction and education sectors as well as the federal government itself, per a Boston Consulting Group study. The 4.7% the Internet generated ties Japan for fourth place in its percentage of gross domestic product, behind the U.K., South Korea and China. CNNMoney (3/19) |  | 10 Principles for Building an Effective Human Capital Plan
The Human Capital Plan is an important tool that organizations use to drive focused actions that can ensure goal achievement and business success. It allows organizations to assess, plan for, and respond proactively to its human capital challenges and needs. Download the white paper to learn more. |
 | | | On the Road | | | |  | - 5 gadgets the globetrotter needs to stay productive
There are five electronic gadgets that are perfect for the business traveler looking to stay productive while on the road. "The air warrior can only be as efficient as the gadgets that keep him connected, so choosing the right devices to bring along can make or break a business trip," Grace Nasri writes. Check out her fab five. Reuters (3/19) |  | 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. |
 | | - Keep your iPad looking professional during a sales call
Interacting with your iPad can add smudges to the screen, so it's a good idea to wipe it off before using it to show something to a customer, writes Donal Daly. "A dirty screen shows the customer that you don't really care too much about what they think," he writes. It's also a good idea to keep work applications and entertainment apps on separate screens and to turn off notifications that could be distracting during a presentation, he writes. Dealmaker365 (3/14) |  | Secure your business with ADT® 24/7 Monitoring
Get effective, affordable protection with ADT® Business Security. Video surveillance and remote access solutions can be customized to fit your needs. Now save up to 35%! Sign up for a free review today! |
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- Are "please" and "thank you" still the magic words?
Some expert say "please" and "thank you" are falling out of favor as part of a broader trend of increased informality in daily life. Opinions vary, however, as to whether people are becoming less courteous or simply using other phrases to convey their needs or appreciation. "The principles of respect, consideration and honesty are universal and timeless. [But] manners change over time and from culture to culture," said Cindy Post Senning of the Emily Post Institute. National Public Radio (3/14)  | In today's economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans."
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