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November 13, 2012
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The Leaderboard 
  • How group travel can build better workplace relationships
    Giving your employees opportunities to interact outside the office can help build a sense of camaraderie among team members, writes Bruce Rickert of Peak Performance Meetings & Incentives. Among other benefits, such excursions can strengthen relationships, boost motivation and create a sense of trust, he writes. "When employees meet together outside of the day-to-day routines and predictable patterns of the workplace setting, they form stronger bonds and develop a better understanding of each other's strengths and abilities." SmartBrief/SmartBlog on Leadership (11/12) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • The secrets of successful team selling
    If multiple employees are going on a sales call together, you have to make sure their performance isn't affected by the phenomenon known as "social loafing," which causes people to slack off when they work in groups. Businesses can avoid this pitfall by ensuring that everyone going on the sales call really needs to be there and making each person responsible for a specific task, writes Janet Spirer of Sales Horizons. SalesTrainingConnection.com (11/9) LinkedInFacebookTwitterGoogle+Email this Story
  • What your sales operations leader should be doing
    Your sales operations head should be key in helping the sales organization reach its goals in 2013, but too many of these leaders are sidetracked by tasks such as overseeing the compensation plan, writes Tony Albachiara. If your sales operations leader isn't contributing to the tactical and strategic efforts of the organization, there may be a talent-management issue at your company, he notes. Sales Benchmark Index/Sales Force Effectiveness Blog (11/9) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • U.S. ad spending projections remain mostly below 2007 peak
    U.S. spending on advertising is unlikely to reach its 2007 peak for some years, according to most industry forecasters, even though firms disagree about exact spending levels. Kantar says the 2012 market total will come in at $147 billion, compared with 2007's $158.2 billion, based on a growth rate of 2.2%, but ZenithOptimedia predicts a year-end spend of $161 billion, compared with a $177.6 billion 2007 peak. Nielsen is forecasting growth of 4% this year to $131 billion, well below a $140.5 billion peak, and GroupM pegs growth at 3.6% to $152.5 billion compared with $162.6 billion in 2007. MediaPost Communications/MediaDailyNews (11/9) LinkedInFacebookTwitterGoogle+Email this Story
Strategies from Sales & Marketing Management 
  • Sales is changing before our eyes
      
    The future belongs to salespeople who can thoroughly understand, embrace and take advantage of new technology to enhance their relationships with their customers. Selling, as always, is about understanding the way your customers want to buy. What is most important now is that those ways are changing. Sales & Marketing Management (11/12) LinkedInFacebookTwitterGoogle+Email this Story

On the Road 
  • Electricity is the lifeblood of business
    Business travelers have grown accustomed to finding creative ways to keep their mobile devices charged as they move about the country, and in recent years, a number of products have popped up to help them do just that. For example, companies such as Energizer and Panasonic offer portable charging devices that can keep smartphones full of power; meanwhile, Apple enthusiasts can turn to the HyperJuice system to keep their MacBooks running. Still, it's a good idea to charge your devices before leaving the house, notes Darren Murph of Engadget. The New York Times (tiered subscription model) (11/12) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • 5 tips for introducing tablets to your sales force
    Before handing out iPads to your salespeople, it's important to offer training, set clear expectations and identify the impact the initiative will have on the CRM system, writes Scott Eidle. "Assigning concrete expectations to data entry processes, especially in regard to CRM systems, should be done during the early stages of an iPad implementation," he writes. DestinationCRM.com (11/9) LinkedInFacebookTwitterGoogle+Email this Story
Featured Content 
 

Making Small Talk 
  • Weird gadgets that will leave you wondering
    From metal-detecting sandals to a USB pregnancy test, not every gadget invented is destined for greatness. This article runs down 10 of the weirdest examples, which also include a cigarette umbrella and a device that could play music directly through your bones. Mashable (11/12) LinkedInFacebookTwitterGoogle+Email this Story
 
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SmartQuote 
The salespeople who succeed today need to be bright, empathic, versatile, curious, flexible and able to connect with clients, in person and virtually, in all parts of the world."
--Herb Greenberg and Patrick Sweeney, authors of “How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great,” writing at Sales & Marketing Management
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