How to tell whether a salesperson is ready for a management position

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April 20, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    What leaders can learn from a polar explorer As a leader, it's important to respect what other people have to say, notes Robert Swan, the first person to walk to both the North Pole and the South Pole. It's also crucial to plan ahead and to learn from missteps, according to Swan. The Economic Times (India) (4/20)       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  How to tell whether a salesperson is ready for a management position Not all top-notch salespeople should necessarily be promoted to management positions. You should look for salespeople who have expressed an interest in management and who already try to help other sales representatives. They should also be open to coaching and able to deal with criticism. HeinzMarketing.com (4/19)       Tips for boosting your sales-performance management If you want to improve your sales-performance management, you can start by determining what percentage of your deals are closed in each month of the year, Joshua Meeks writes. You also should figure out how big your pipeline needs to be to meet your sales goals, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (4/17)       How the best salespeople really act Some of your ideas about the traits that define the ideal salesperson may be incorrect, Al Davidson writes. For example, while you might expect that a good salesperson will always try to maximize the value of a sale, that isn't necessarily true. "Great sales people focus on building long-term business relationships, not short-term transactions," he writes. Small Business Trends (4/19)       Take a minute to participate in a quick, 3-question advertising survey. Click here to get started! Daily Data Points    Users are buying more digital content Downloading digital content is commonplace for about 40% of U.S. consumers, a survey has found. The American Institute of Certified Public Accountants survey also revealed that people are spending more on the applications -- money that may not be in their monthly budgets. Researchers recommend that consumers watch app spending. "As we continue [into the future], there's going to be more things that are co-mingled [among devices], and consumers are going to increase their spending. It's important to set up good habits now," AICPA's Jordin Amin said. MediaPost Communications/Marketing Daily (4/19)       Other News Local mobile searches are set to exceed desktop searches in 4 years, study finds Street Fight (4/19)       Analysis: Lower consumer debt helps recovery The New York Times (tiered subscription model) (4/19)       Existing-home sales dropped in March The Wall Street Journal/Developments blog (4/19)       On the Internet, page-loading delays can stop customers from buying. Download our free report 3 Proven Ways to Boost Transactions with Web Acceleration and learn how Limelight Network's front-end acceleration technology can improve Time to Actions. On the Road    TSA is testing automated system to check fliers' boarding passes, ID The Transportation Security Administration has begun testing a system at Washington Dulles International Airport that uses machines to check travelers' identification and boarding passes. It will start tests at Houston's George Bush Intercontinental Airport in Texas and in Puerto Rico this month. "For efficiency, it is fantastic," said Domenic Bianchini of the TSA. "We think it's a valuable technology, and we think over time we will see the real value added." USA TODAY (4/15)       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. App Update    Fake Instagram app is full of malware A fake version of the Instagram application has been designed to install malware on Android smartphones. One way to avoid infecting your phone with malware is to acquire apps only from official marketplaces, writes Adrian Kingsley-Hughes. Forbes (4/19)       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. Featured Content    5 Ways Coaches and Experts Can Hurt Your Business Mike Michalowicz How to Maintain a Singular Focus and Maximize Your Productivity Carla Young How a Tea Shop Mastered the Art of Customer Service Ritika Puri How Strategic Partnerships Benefit Small Businesses Anthony Sills When to Stop Socializing and Make the Sale Tim Berry Making Small Talk  Village featured in Smurfs film has seen increase in tourism The Spanish village of Júzcar has seen a surge in tourism since its buildings were painted blue to serve as a set for the film "Smurfs 3D." The 200-person village is now getting about 2,000 visitors per weekend, and local shops are enjoying an uptick in business. The Telegraph (London) (4/19)       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  The best sales people will invest time upfront in asking questions, getting details, and digging into the underlying problems." --Al Davidson, founder of Strategic Sales & Marketing, writing at Small Business Trends       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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