Score your company's top sales slot

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August 7, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    Why bosses shouldn't pretend to be perfect Truly authentic leaders make no effort to hide their flaws, write Michelle Braden and Mike Figliuolo. Embracing imperfections and even flaunting them helps build trust among workers, they say. "If they know you're willing to expose your flaws, they're much more likely to know you're always shooting straight with them," they write. ThoughtLeaders blog (8/6)       The recruiting ecosystem is changing, led by professional social networks like LinkedIn and social media apps like Jobvite. Examine how the new ecosystem creates a streamlined, scientific and democratic approach to the recruiting process in this free white paper. Sales Strategies  2 ways to encourage core salespeople to reach their potential Most salespeople are neither stars nor laggards and it's important to find a way to keep this core group motivated, Thomas Steenburgh and Michael Ahearne write. One way to do this is by using a tiered structure to set sales goals. You should also set up sales contests such that top performers and your core salespeople are able to win attractive prizes. Harvard Business Review online/HBR Blog Network (8/3)       Score your company's top sales slot You have to market yourself if you want to be promoted to the top of the sales organization, Scott Gruher writes. "You are a product. Your skills are product features," he writes. You should work to establish your expertise and be willing to express viewpoints that challenge the usual way of thinking, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (8/3)       The secrets of today's top-performing sales reps In the current selling climate, top-performing representatives are able to uncover needs that customers weren't previously aware of, according to an article from Harvard Business Review. Star salespeople are also able to identify certain types of people who can help to move deals forward. YourSalesManagementGuru.com (8/3)       Daily Data Points  Survey shows gloomier outlook among U.S. CEOs A growing proportion of U.S. CEOs believe the economy will worsen, according to a survey. "High gas prices, ongoing woes in Europe and reduced growth in Asia, China in particular, no doubt dampened CEO optimism in the latest survey," economist Stephen Slifer said. Bloomberg Businessweek (8/7)       Other News AIA ups forecast for construction spending in 2012 CoStar Group (8/6)       On the Road    Report: Airlines getting it right with fewer lost bags During the past five years, the number of mishandled passenger bags has declined from 18 bags per 1,000 passengers to just fewer than nine. According to a SITA report, 99.1% of travelers found their bags on time. Baggage handling to U.S. carriers accounted for $3.36 billion in 2011. The New York Times (tiered subscription model) (8/6)       Exclusive Offer Only for SmartBrief Readers! Free Webinar: Improving Your Cash Flow Management How can small-business owners effectively manage their cash flow while still providing excellent, on-time delivery to their customers? In this SmartBrief webcast, learn tips and best practices from a group of small-business experts. Register now for the live webcast on August 21st at 2pm EST. App Update  How to spread the love for your CRM system To encourage more salespeople to embrace your CRM system, you have to show them why it is in their best interests. You should also try to make the CRM system as easy as possible to use and ensure you are asking representatives to input information that is actually useful. HeinzMarketing.com (8/6)       Other News Apple's iOS 6 doesn't include YouTube app TechCrunch (8/6)       Featured Content    The Bankruptcy Picture for 2012 Courtney Rubin 10 Productivity Tips for the Dog Days of Summer Barry Moltz 5 Tips for Getting the Most Out of Online Advertising John Jantsch A Death Knell for Door-to-Door Sales Angela Stringfellow Which Financial Services Does Your Small Business Need? Lynn Truong Making Small Talk  Lightsaber class lets you feel like a Jedi A class is being offered in the San Francisco area that allows participants to learn how to wield a lightsaber as in the "Star Wars" movies. "We're kind of indulging in their childhood and that sort of fantasy of being a real Jedi," said Alain Bloch, who teaches the class. NBC News (8/2)       Editor's Note  Have you figured out Google+ yet? SmartBrief on Sales is proud to share an exclusive chapter from best-selling author Guy Kawasaki's new book, "What the Plus! Google+ for the rest of us." In return for updating your SmartBrief profile, we will give you Chapter 2 of Kawasaki's book on Google+ -– "How To Get Started" -– absolutely free. Learn more here.       Position Title Company Name Location mHealth Sales Executive Voxiva Inc. Washington, DC Sales - Health Marketing, Wellness, Online Media Baldwin Publishing Philadelphia area, NJ Account Manager - Online Ad Sales Publishers Clearing House Port Washington, NY Click here to view more job listings. SmartQuote  Nothing speaks to your effectiveness as a sales leader more than the talent you have promoted into leadership roles." --Scott Gruher, managing consultant with Sales Benchmark Index, writing at the firm's Sales Force Effectiveness Blog       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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