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April 19, 2012
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The Leaderboard 
  • Why you have to get to know your people
    It's critical for leaders to understand the personalities of the people they manage, Jim Keenan writes. "It's not enough to have talented people if you can't use them correctly. You end up wasting your time and their skills," he writes. A Sales Guy blog (4/18) LinkedInFacebookTwitterGoogle+Email this Story
Sales Teams Are Stretched Too Thin To Maximize Revenue
Sales teams across the globe are expected to cover more than ever. New research shows that this has made it much more difficult for them to see competitive defections and opportunities to sell more – "blind spots" that can cause as much as 12% of revenue to fall through the cracks. Learn how companies are taking simple steps to address this.
Sales Strategies 
  • Getting sales and marketing to work together
    Often, sales and marketing departments fail to get on the same page. "Salespeople want marketing to focus on lead generation," sales coach Jill Konrath says. "But their definition of a quality lead is often very different from what they're typically handed by marketing." Salespeople should understand what kind of situations to expect, and marketers must understand the concept of trigger events. Sales & Marketing Management (4/18) LinkedInFacebookTwitterGoogle+Email this Story
  • Keys for achieving sales success with tablets
    If you're ready to hand tablets out to your sales team, it's a good idea to come up with a standard set of productivity-boosting applications, Will Kelly writes. It's also important to make sure your company's online content works well with major tablets on the market, he writes. TechRepublic (4/18) LinkedInFacebookTwitterGoogle+Email this Story
The Secret Weapon to Driving Employee Success
People don't leave companies, they leave managers. With this much impact on your workforce, effective managers can be the difference between business failure and business success. In this whitepaper, "The Secret Weapon to Driving Employee Success", you'll learn how to train your managers to drive recognition, emphasize engagement, and leverage their influence to obtain key business objectives.
Daily Data Points 
  • Other News
On the Road 
  • Breathing life into dead time at the airport
    This feature offers four ways to wisely use the dead time you face at airports. "People tend to find themselves with 30 minutes and start doing things at random. Have a list of tasks you can and need to work on," suggests time-management coach Mark Forster. Check out the ways you can get things done while you while away the hours. Financial Times (tiered subscription model) (4/17) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • Does your company have a key account program?
    No  50.00%
    Yes  50.00%
  • Has your company equipped its sales team with tablets?

Featured Content 

Making Small Talk 
Position TitleCompany NameLocation
Director of Sales – eDiscovery Corporate RecommindWashington, DC
Director, Federal SalesPC Mall GovChantilly, VA
Click here to view more job listings.

The single biggest problem with sales today is sales reps are mismatched to the buyer. They think like a sales rep and not like a buyer."
--Dan Perry, writing at Sales Benchmark Index's Sales Force Effectiveness Blog
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