| January 17, 2013 |
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- 6 ways to give a stupendous presentation
Delivering a killer presentation is easy if you remember certain principles, writes Beverly Flaxington. Among her tips: Be clear about what you're trying to say and who your audience is, and be sure to have a strong and focused conclusion. "Using these six keys to presenting will enable you to stand out and be more confident and effective," Flaxington writes. SmartBrief/SmartBlog on Leadership
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- Why midlevel managers are so important to sales success
First-line sales managers are critical to the success of your organization, write Andris A. Zoltners, PK Sinha and Sally E. Lorimer. If your managers aren't doing a good job, it could be because of a personnel issue, they write. "[T]he mistakes are the result of selecting the wrong person for the FLM job -- usually someone who was a great salesperson but who doesn't have the characteristics to succeed as a manager." Harvard Business Review online/HBR Blog Network
(1/16)
- 7 elements of an effective incentive plan
In general, incentives should be used to motivate employees to deliver results that exceed the minimum they are required to produce, writes Doug Kennedy, president of the Kennedy Training Network. "[E]ffective incentives reward associates for generating revenues that are above and beyond the forecasted/expected levels." You might want to consider posting the results of your incentive program to give employees extra motivation, he writes. eHotelier.com
(1/17)
- U.S. economy is expanding somewhat, Fed says
The U.S. economy continues expanding, but there were few signs in recent weeks of the pace picking up, the Federal Reserve's Beige Book indicates. The anecdotal roundup of reports from all central bank districts says uncertainty about the federal government's fiscal situation and Europe's economy are a drag on hiring. "Hiring plans were more cautious for firms doing business in Europe or in the defense sector," the Fed said. Reuters
(1/16)
| This Week's Sales Cartoon |
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- Banks seek wealthier customers with travel reward cards
Banks such as JPMorgan Chase and U.S. Bank are increasing perks for consumers who sign up for their travel cards, part of a trend to lure more affluent consumers into trying the cards and then possibly other wealth-management services, experts say. Banks continue to seek other revenue sources in the face of debit card swipe-fee rules. MarketWatch
(1/16)
- Use your CRM system to understand your accounts
As a sales professional, you need to take ownership of the accounts for which you are responsible, writes Mike Ricciardelli. You can use the CRM system to gain more insights into your accounts by monitoring your activity levels and creating a list of accounts that seem perfect for your business, he writes. B2C Marketing Insider
(1/16)
- Fun furniture for the geek in us all
If you're geeky and proud, why not decorate your house to reflect that? You can show your love of Nintendo with a table shaped like a video game controller or pretend you live in a galaxy far, far away with a bed inspired by "Star Wars." MentalFloss.com
(1/16)
 | [S]top using your reps estimates of what will close when. Sales guys tend to be too optimistic."
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