| April 30, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - Don't be a helicopter mentor
Bosses who start mentoring junior workers should be sure not to "be a mama bear," says Shellye Archambeau, chief executive officer of MetricStream. That means not swooping in to solve your protege's problems for them, but rather helping them to figure out solutions on their own. "If you keep solving problems for your people, they don't learn how to actually solve problems for themselves, and it doesn't scale," Archambeau explains. The New York Times (tiered subscription model) (4/28)        |  | Fly a lot? Earn 3X rewards points on airline purchases with The Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster:
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  | | | Sales Strategies |  | | |  | - How to launch a direct-sales force
At some point, your company may become large enough that it can no longer depend solely on channel partners for sales, writes Drew Zarges. When that happens, launching a direct-sales force can help your organization to close more deals and better cater to customers' needs. "Before you launch a new [s]ales force, communicate with your channel partners on this initiative and establish tight boundaries ... to ensure that their interest is protected as well," he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (4/26) |  | 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. |
 | | | Daily Data Points | | | |  | - Middle-market companies plan for slower growth, survey says
Executives at middle-market companies expect revenue to increase at a slower pace over the next year compared with 2011, according to a survey by GE Capital. Higher health care costs and new regulations are seen as key areas that will cut into profit margins. The forecasts could cause many companies to hold off on spending excess cash. CFO.com (4/27) | Strategies from Sales & Marketing Management | | | |  | |  | You've heard about the switch businesses are making to VoIP phone systems but are they right for your business? With more features and lower costs, the answer is probably yes. But don't take our word for it. Read Ziff Davis' Phone Systems Buyer's Guide and Comparison Guides, FREE with your registration. |
 | | | On the Road | | | |  | - Study uncovers trend gap between corporate travelers, managers
Corporate travel managers have been slow to adapt to new trends in travel preferences and technology as compared with corporate travelers, a study by Extended Stay Hotels has found. Divergences include the use of social media and mobile devices for communication as well as assigning responsibilities for booking extended-stay travel, the study showed. "We found that multiple departments are booking extended-stay products without regard to travel policy or travel department spend," said Jon Wohlfert, an executive vice president with Extended Stay Hotels. TravelMarketReport.com (4/26) - Tech alone can't ensure high-quality customer interactions
Simply having a customer relationship management system isn't enough; your organization must also be able to get critical information out to the employees who are able to act on it, writes Anthony Leaper. "You need to make sure that the people and systems in a position to seize the opportunities have the information they need to do so," he writes. Forbes (4/25) 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. |
 | I don't think people perform well when there's fear."
--Shellye Archambeau, chief executive officer of MetricStream, as quoted by The New York Times |
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