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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
How Much Do You Really Need to Make? The Answer May Shock You
Rather than focus on what you can afford to pull out of the business to cover your living expenses, you need to focus on how much you need to earn at your business in order to afford the lifestyle you want to have. This is where the Personal Earnings Goal, or PEG, comes into play. Learn how to calculate your PEG and find out how much you really need to make.

Daily Data Points 
 
  • Other News
The ROI of Privacy with TRUSTe Solutions
Investment in a Data Privacy Management Platform can deliver significant, positive financial returns for corporate bottom lines. The "Total Economic Impact (TEI) of TRUSTe" Study explains how Forrester Analysts calculated a 151% ROI for TRUSTe customers. Download the study now.

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 
SmartPulse 
  • Does your company have a key account program?
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    Yes  50.00%
  • Has your company equipped its sales team with tablets?
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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.

SmartQuote 
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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