2 traits of trainable salespeople

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April 4, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    What's on your leadership score card? Bosses shouldn't have any illusions about their abilities, says former Ogilvy & Mather CEO Charlotte Beers. It's important to fully understand "the good, the bad and the ugly" of your leadership style to play to your strengths and compensate for your weaknesses. "Don't let someone tell you who you are. Keep your own score card," Beers advises. The New York Times (tiered subscription model) (3/31)       Tax season can be tough. The IRS has increased the time it spends auditing small businesses by 30%. This free white paper brought to you by American Express OPEN, will help you learn how to navigate changes in tax legislation, leverage often overlooked deductions and strategize for the coming years. Download your free white paper, What Every Small Business Owner Needs To Know For Tax Season. Sales Strategies  Find the right type of salespeople for the roles you need to fill When looking for salespeople, it's important to consider what roles they will fill, advises Rypple co-founder Dan Debow. Outbound salespeople should be very motivated to make their numbers; inbound salespeople should have good personalities and care about serving customers, he said. The Globe and Mail (Toronto) (4/2)       2 traits of trainable salespeople To be receptive to sales training, a representative must "have both strong desire for success in sales and strong commitment to do whatever is necessary to achieve sales success," writes Dave Kurlan. Salespeople may be able to perform well despite lacking these characteristics either because they have natural talent or because they have spent a long time in the industry, he writes. OMGHub.com (4/3)       How to make firing a salesperson as painless as possible Poor-performing salespeople should not be surprised when you fire them, writes Dan Perry. For this reason, it's a good idea to track performance issues in a performance-improvement plan. Also, make sure you have someone else with you when you do the firing, and keep your emotions out of it, he advises. Sales Benchmark Index/Sales Force Effectiveness Blog (4/3)       Daily Data Points  Auto sales climbed 13% in March Cheap financing and improving consumer confidence led to a 13% increase in auto sales in March, contributing to the best quarterly sales numbers since 2008. "People are going back to work," said Ellen Hughes-Cromwick, an economist with Ford Motor. "And the vehicle stock ... is ripe for replacement." Reuters (4/3)       Other News Small-business lending inched upward in February Reuters (4/3)       Cyber-attacks outpacing terrorism as leading security risk, experts say Network World (4/3)       On the Road    Hotels are rolling out innovations in conference spaces Several hotel chains have set their sights on adapting their meeting and conference spaces to the needs of today's tech-using business travelers. Marriott Hotels & Resorts' upcoming innovations include a variety of work-labs to incorporate into a property's meeting space as well as the RED hotel mobile application that lets conference attendees communicate with hotel meeting staff. New initiatives at InterContinental Hotels Group and Mandarin Oriental seek to improve conference-goers' experience outside the meeting room. HotelNewsNow.com (4/3)       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. App Update    The best way to protect your computer from viruses Rather than using anti-virus software such as McAfee or Norton, you should use Microsoft Security Essentials and some other free product, according to Brandon Gregg. However, it's important to make sure that your two anti-virus programs aren't running at the same time. Lifehacker (4/3)       Gain valuable insight on how to build an HR strategy that produces results in any economy. Notable CEOs of quickly-growing companies outline their winning HR strategies in this must-read whitepaper for small businesses in growth mode. Learn more here. Featured Content    7 Secrets to Keeping Your Employees Happy Barry Moltz 6 Business Tasks You Could Be Outsourcing Royale Scuderi 3 Factors That May Be Limiting Your Startup's Success John Bradberry How to Start an Online Business With a Social Mission Katie Morell How a Watchdog Agency Failed to Watch Itself Courtney Rubin Making Small Talk  Flying car created in the Netherlands Dutch inventors have created a car that can take to the skies and fly for up to 315 miles. When it's on the ground, the car's flight equipment can fold away. "If you want to fly over a mountain you can do that and then drive at the other end and go to your destination or fly over water or past a traffic jam of course," said Robert Dingemanse, CEO and co-founder of PAL-V. The Telegraph (London) (4/2)       Position Title Company Name Location Director of Sales – eDiscovery Corporate Recommind Washington, DC Director, Federal Sales PC Mall Gov Chantilly, VA Click here to view more job listings. SmartQuote  Nothing's more helpful than finding out how others see you." --Charlotte Beers, former chairwoman and CEO of Ogilvy & Mather Worldwide, as quoted by The New York Times       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! 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