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November 15, 2012
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The Leaderboard 
  • The best leaders know how to say "thank you"
    Good bosses say "thank you" to their workers often and with real sincerity, writes Art Petty. Expressing gratitude for a job well done is a quick way to motivate your team and show them that you're aware of their hard work, Petty explains. "Saying 'thank you' is one of the simplest forms of showing respect and one of the most powerful forms of letting your team members know that you are watching and that you genuinely care," he writes. (11/13) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • Are minor or major changes needed to enhance your sales force?
    Sometimes minor adjustments are enough to improve the performance of a sales organization, but at other times, major changes are needed to get a company back on track, write Andris Zoltners, P.K. Sinha and Sally Lorimer. "Transformational change typically requires a makeover of operational sales force levers as well (e.g. performance management, data and tools, incentives, training and coaching) to keep sales activity aligned within the new sales model," they note. Harvard Business Review online/HBR Blog Network (11/13) LinkedInFacebookTwitterGoogle+Email this Story
  • Using CRM to understand the modern customer
    Salespeople once had ample opportunities to judge the effectiveness of their pitches by paying attention to their customers' body language, but that can be hard to do now that so much communication takes place electronically, writes John Garrish of SAP. New CRM products are addressing this by providing social, mobile and analytics solutions. B2C Marketing Insider (11/14) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • SBA study: TARP money didn't spur small-business lending
    Rescue money given to banks during the financial crisis did not increase lending to small businesses, according to a Small Business Administration study. The study, conducted by DePaul University professor Rebel Cole, found that a reduction in small-business lending was greater at banks that participated in the Troubled Asset Relief Program compared with nonparticipants. CNNMoney/Fortune/Term Sheet blog (11/14) LinkedInFacebookTwitterGoogle+Email this Story
  • Other News
On the Road 
  • Speculating on the election's effect on business travel
    Thanksgiving week marks the unofficial end of the business travel season -- and a time to look ahead and consider the effects of the recent election, this column notes. For starters, a replacement for Secretary of Transportation Ray LaHood must be named. "Most end-of-year strategy sessions don't include speculation about a new federal transportation leader, of course, but, as the politicians are fond of saying, elections have consequences," Joe Brancatelli writes. American City Business Journals (11/14) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Choosing the right Big Data software for your business
    Analyzing Big Data can help sales professionals find customers who will respond most favorably to their pitches, writes Amanda Maksymiw of Lattice Engines. When searching for the right analytics solution for your company, you should look for a system that can incorporate external and internal data and turn that information into useful recommendations, Maksymiw writes. B2C Marketing Insider (11/9) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • Money talks, and crisp bank notes talk loudest
    People prefer cash that's "fresh and clean, like lettuce," writes Peter Coy. People generally spend soiled notes to be rid of them, and save crisp, new bills for special occasions or for when there's someone nearby they're hoping to impress, a study found. Bloomberg Businessweek (11/13) LinkedInFacebookTwitterGoogle+Email this Story
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The best sales forces make evolutionary improvements all the time."
--Andris Zoltners, P.K. Sinha and Sally Lorimer, writing at the HBR Blog Network
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