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January 31, 2013
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The Leaderboard 
  • Are you a gracious boss?
    Bosses often focus so much on showing their strength and assertiveness that they forget to be gracious, writes Kevin Daum. Traits such as humility, empathy and a willingness to defer to others are important parts of modern leadership, Daum argues. "Simply put, the most gracious and powerful leaders are the ones who understand when to step back as a follower and let the most appropriate person lead," he writes. Inc. online (free registration) (1/29) LinkedInFacebookTwitterGoogle+Email this Story
  • How leaders can be better sellers
    All leaders are salespeople at heart, spending their days pitching ideas, deals and products to potential customers, employees, suppliers, corporate partners and the board, writes Daniel Pink. To carry out that role successfully, it pays to strike a balance between introversion and extroversion. The best bosses are those "who can talk smoothly but also listen keenly, who know when to turn on the charm but also when to turn it off, who combine the extrovert's assertiveness with the introvert's quiet confidence," Pink writes. The Washington Post (1/28), The Washington Post (1/29) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • Where to look for help with making the number
    If you're unsure how you're going to make your quota this year, start by reaching out to customers and prospects, writes Scott Gruher. "Your sales reps often don't know the true reason they lose a deal. Nothing allows you to make improvements with more confidence than direct customer feedback," he writes. Also, look for people who can give you an unbiased assessment of the situation, and focus on building your professional network. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (1/30) LinkedInFacebookTwitterGoogle+Email this Story
  • How to develop an effective promotion plan for your salespeople
    It's important to set expectations about how promotions work at your company so that your sales representatives aren't distracted. "You don't want them obsessing over what they have to do to get a promotion, and you certainly don't want them constantly banging down your door begging you for one," said Kevin Gaither of uSamp. In general, representatives are more suitable for promotions if they follow the policies set by the company and reliably deliver strong results. OpenView Blog (1/30) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • U.S. economy takes surprising downturn in Q4
    The U.S. economy shrank at an annual rate of 0.1% in the fourth quarter, a result that surprised economists. It marked the first decline in gross domestic product since the end of the recession that launched the economic malaise. Analysts believe the economy remains resilient, with fundamentals still basically sound. Bloomberg (1/30), The Wall Street Journal (1/30) LinkedInFacebookTwitterGoogle+Email this Story

This Week's Sales Cartoon 
On the Road 
  • 15 travel gadgets to make business trips more productive
    You can take the challenge out of your next challenging business trip by stocking up with these nifty gadgets. "Whether we're posting news on the fly, uploading ... hands-on videos in the middle of a convention or chatting with our toddlers via Skype, there's nothing more important than staying connected," Avram Piltch writes. You'll stay connected, charged and armed for business with this arsenal of high-tech products. (1/18) LinkedInFacebookTwitterGoogle+Email this Story
  • Other News
App Update 
  • These apps can help you up your networking game
    Rapportive, Speek and Contactually are some of the applications that help improve your communications and networking, Rebecca Thorman writes. For example, Contactually gives you a daily list of "people you need to reach out to, and you can track all your progress and communication patterns in your personalized dashboard," she writes. Brazen Careerist (1/30) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • The decades-long game of "tag"
    More than two decades ago, a group of 10 high-school friends from Spokane, Wash., started a game of "tag" -- and as adults, they revive the game each February for one month. The group, which includes a teacher, a priest and Nordstrom's chief marketing officer, fly across the country to stalk one another and will hide in car trunks or sneak into homes to reach their targets. "You're like a deer or elk in hunting season," player Joe Tombari said. The Wall Street Journal (1/28) LinkedInFacebookTwitterGoogle+Email this Story
Position TitleCompany NameLocation
Director Business Development Marine SystemsMarotta Controls, Inc.Montville, NJ
Sales Performance ManagerAvis Budget GroupHouston Area, TX
Global Sales Development LeadFacebookMenlo Park, CA
Sales Manager (Inside Sales)Moodlerooms, Inc.Baltimore, MD
Head of Sales OperationsLiving SocialWashington, DC
VP of Sales and Business DevelopmentSmashFlyBoston, MA
Click here to view more job listings.

If you set clear performance expectations, communicate the skills they need to develop, and provide feedback along the way, you won't have to deal with a team full of reps begging for a promotion."
--Kevin Gaither, vice president of inside sales at uSamp, as quoted by the OpenView Blog
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