Most Clicked SmartBrief on Sales Stories


1. Hard-to-manage workers deliver the best results, says A&E CEO

SmartBrief on Sales | Mar 24, 2015

The people who are hardest to manage often wind up being your star performers, says Nancy Dubuc, CEO of A&E Networks. "Great managers recognize that there is no one way to manage. You may have to be 10 different managers to get the best out of your team," Dubuc says. New York Times (tiered subscription model), The (03/19)


2. Signs that a new sales rep may not work out

SmartBrief on Sales | Mar 25, 2015

If you are not sure after six months whether a sales hire is working out, ask yourself the following questions: Is he proactive in seeking information to improve his performance; is she applying the information she learns from these queries; is he reading or listening to industry materials that can help? American City Business Journals (03/24)


3. How to persuade your workers to up their game

SmartBrief on Sales | Mar 27, 2015

Getting more out of your workers isn't rocket science, say members of the Young Entrepreneur Council. Among their tips: Use scoreboards to track productivity, have clear goals and set a good example. "The best way to get people to work harder is for the leadership team to work harder," notes Rahim Charania of American Fueling Systems. SmartBrief/SmartBlog on Leadership (03/25)


4. Why lead nurturing is so important to a B2B sale

SmartBrief on Sales | Mar 26, 2015

B2B buyers have become more aggressive in their research of a purchase, oftentimes waiting until they are 65% to 90% through the information-gathering journey to reach out to a sales rep, according to Forrester Research. Lead-nurturing campaigns and tactics, therefore, are more important than ever. Forrester found that companies that nurture leads generate 50% more sales-ready leads. B2C Marketing Insider (03/25)


5. To create a sense of urgency in sales, focus on top goals

SmartBrief on Sales | Mar 24, 2015

Creating a sense of urgency in sales is a well-known tactic that is best applied by highlighting the company's top business goals and initiatives for the year, writes John Barrows. "If we can't tie our solution to one of these top priorities, there is little or no chance of creating a sense of urgency," he writes. B2C Marketing Insider (03/23)


6. 6 keys to pivoting your company effectively

SmartBrief on Sales | Mar 25, 2015

Pivoting a company requires a clear vision, a strong product and an effective strategy, writes Pierre Van Beneden, CEO of RSD. You'll also need the right team in place, plenty of patience and a carefully thought-out plan. "Unfortunately, there is no undo button so make sure you spend some time thinking this through," he writes. SmartBrief/SmartBlog on Leadership (03/23)


7. 12 apps for the businessperson on the road

SmartBrief on Sales | Mar 26, 2015

Cloud computing and powerful smartphones and tablets allow workers to conduct business on the run. This post looks at 12 productivity apps that can be accessed from a mobile device. Fortune (03/25)


8. Have you lost touch with reality?

SmartBrief on Sales | Mar 30, 2015

Leaders can become disconnected from their teams and the facts on the ground in what Tanveer Naseer calls "leadership vertigo." That phenomenon is "the gap between how we view our leadership and how those we lead experience it," he says. Compassion, credibility and community must always be at the forefront of a leader's mind, Naseer argues. Skip Prichard blog (03/25)


9. Leaders need to look for problem-solvers, says Chevron CEO

SmartBrief on Sales | Mar 30, 2015

Leaders need to surround themselves with people who speak their minds and know how to approach problems positively, says Chevron CEO John Watson. "One of the lessons I learned early on is there is no shortage of people who can identify problems. Leaders need people to solve them," he says. Forbes (03/26)


10. A step-by-step guide to implementing a sales win/loss analysis

SmartBrief on Sales | Mar 25, 2015

A win/loss analysis must be employed correctly to yield useful insight, writes Scott Gruher. He offers tips for each step of the process, from collecting data to analyzing it to responding to it, in this post. Sales Benchmark Index (03/24)




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