   | July 24, 2012 | | CONNECT WITH SMARTBRIEF |  |  | |  | | | The Leaderboard |  | | |  | - Create a friendly workplace by offering more than respect
A friendly workplace relies first on leaders creating an atmosphere of civility among employees, S. Chris Edmonds writes. Once workers know they'll be treated with respect, leaders can foster an active gratitude for the work being done. The friendliest workplaces, though, are where workers are validated, trusted with more responsibility and thus able to thrive, Edmonds writes. Driving Results Through Culture blog (7/16)        |  | Experian has joined forces with Moody's Analytics to create a business index and detailed report that provides insight into the health of U.S. businesses. The new Experian/Moody's Analytics Small Business Credit Index is reported quarterly to show fluctuations in the market and discuss factors that are impacting the business economy. Download the free report now! |
 | | | Sales Strategies | | | |  | - Why skilled managers are essential to sales success
Many companies understand the importance of having top salespeople, but they don't appreciate the value created by skilled managers, Andris A. Zoltners, PK Sinha and Sally E. Lorimer write. These organizations might fail to adequately define managers' duties and they may not put much thought into recruitment. "Companies devote substantial energy to recruiting the best sales talent, but when it comes to managers, most simply select their best salespeople for the job," they note. Harvard Business Review online/HBR Blog Network (7/23) - More reasons sales management means so much: Organizations cannot afford to overlook the contribution made by sales managers, Jack Malcolm writes. Successful managers put a strong system in place, are adept at solving problems and are focused on establishing a process, he explains. "While sales often calls for imagination and flexibility, there is a surprising amount of commonality and standard work in all sales efforts, and codifying and improving this work can improve the entire sales organization." CustomerThink (7/17)
|  | Interactive marketers are feeling the pressure from government to offer clear, transparent privacy regulations for consumers. This free whitepaper, discusses various legislation, such as the EU Cookie Directive, and outlines how marketers must comply while offering a positive and enriching consumer interaction via the new paradigms of consensual targeting. Get the free whitepaper here. |
 | | - Survey: Board members expect to increase IT spending
The majority of board members who responded to a survey by Gartner and Forbes expect to increase spending on IT and more than 80% say they want the IT department to take a more strategic role. "It used to be that the biggest role of the CIO was on operations. Now they're looking for someone who can impact revenue," Gartner analyst Jorge Lopez said. But many board members were pessimistic about the economy, which could make it harder for chief information officers to take on an expanded role. The Wall Street Journal/CIO Journal blog (7/23) - Keys to a successful cloud CRM implementation
Cloud-based customer relationship management systems can help to boost the performance of sales organizations, but there are certain things to keep in mind while implementing new systems. Companies should start small, focus on data-loss management and be aware of the encryption technologies used to protect their information. TMCNet.com (7/23)
|  | |  | | The Buzz(CORPORATE ANNOUNCEMENTS)
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| | - Artist turns bus into pushup machine for London Olympics
A Czech artist has converted a red double-decker bus into a pushup machine with the addition of red robotic arms. The contraption groans as it performs the exercise, which the artist noted is also sometimes used as a punishment. The machine will be located outside of the Czech Olympic headquarters during the Games. The Telegraph (London) (7/23)  | Unless you select salespeople who have strong managerial tendencies, in addition to respectable sales skills, your sales management team will be average at best."
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