  | May 29, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | - How to engage employees of all ages
There are several generations of people who are active in the workforce and keeping them engaged can be challenging. To accomplish this goal, leaders need to demonstrate the work is relevant and must foster trust with employees, Meghan M. Biro writes. "Workers who trust management will also trust the brand," she writes. Forbes (5/28)        |  | Earn 2X rewards points on advertising costs with The Business Gold Rewards Card from American Express OPEN. Designed to earn Membership Rewards® points faster:
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  | | | Sales Strategies |  | | |  | - Valuable lessons from "lazy" salespeople
While many salespeople try to stay as busy as possible, some "lazy" sales representatives seem to be able to make their numbers while engaging in a minimum of activity, writes David Brock. You may be able to gain some valuable insight into selling by studying these salespeople, but you shouldn't try to be like them, he writes. Partners in Excellence Blog (5/24) |  | Download Forrester Research, Inc.'s April 2012 report: SMB eCommerce Solutions 2012, A Guide To Selecting Your eCommerce Solution written by Brian K. Walker. Learn which SMB eCommerce solution you should consider for your business. For example, Forrester expects to see the advent of full-service offerings such as Amazon's suite of solutions. Download your complimentary copy now. |
 | | | Daily Data Points | | | |  | - Companies' cash is moving more slowly
Businesses' cash flow is being slowed by later customer payments, according to Sageworks. Inventory is also moving more slowly, the company has found. Companies' "cash is tied up in inventory as well as receivables, and that has a significant effect on cash flow and consequently, a significant effect on how much they can use for capital expenditures or new jobs," said Michael W. McNeilly of Sageworks. Forbes (5/25) |  | There are a number of reasons why shrewd staffing agencies run background checks on potential employees before inviting them in to their business. Failure to properly screen employees can have serious business and financial consequences. This free white paper outlines the risks that can arise from bad hires and how careful background screening can help mitigate those risks. |
 | | | Strategies from Sales & Marketing Management | | | |  | - 12 steps to smart sales hiring
Sales managers who bemoan the fact that their sales training doesn't have a lasting effect usually look for a different sales trainer. The real problem, says Sales & Marketing Management contributing editor Dave Stein, often starts and ends with whom the manager has hired to be trained. Stein estimates that as many as one-third of salespeople do not have the capabilities to be successful at their job. "Investing in sales processes, training, attractive incentive plans, technology, marketing support and strong products and services to sell will not do much unless you have a team of qualified sales professionals with the right attributes," he says. Sales & Marketing Management (5/25) | |  | Hiring exceptional talent is critical to the success of your business. Whether it’s the executive who offers visionary leadership, or the sales professional who won’t settle for less than 100%, a business needs great people to thrive. This guide provides best practices for securing the top talent you need to drive business results. |
 | | | On the Road | | | |  | - Airlines are working to expand overhead bin space
Carriers such as American Airlines, Delta Air Lines, United Airlines and US Airways are moving to add space to the overhead bins in their planes after the introduction of checked-baggage fees led to an excess of carry-on luggage on many flights, this feature says. Methods being adopted include retrofitting existing airplanes with expanded overhead bins or purchasing new aircraft with larger bin space. USA TODAY (5/28) |  | Hot off the Presses! Q2 2012 ERP Comparison Guide
Get off to a successful start in the new quarter by shortening the time needed to purchase ERP software. Begin accurately controlling costs, inventory, and revenue forecasts. Learn how in this free download from Ziff Davis. |
 | | - What companies must do to prepare for social CRM
Companies must be willing to change the way they do business to make use of social CRM, writes Christopher Bucholtz. They must be willing to focus on their customers and to be ready to adapt quickly, he writes. "[T]he biggest change needed is a cultural acceptance of change itself," he writes. E-Commerce Times (5/24) 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. |
- Mark Zuckerberg spotted in Chinese documentary
Mark Zuckerberg and his wife make a brief appearance in a Chinese documentary about the country's police. The footage shows the pair walking behind two police officers as the documentary's narrator mentions that "[t]here is a serious shortage in China's police manpower." It's not clear whether the documentary's producers included the couple intentionally or just didn't know who they were. ABC News/The Associated Press (5/28)  | You set the culture for your sales team. If you prioritize seeing customers, your reps will see customers."
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