Does your company's culture need more attention? | A better way to predict the probability of making a sale | How salespeople can help managers be more effective
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February 27, 2013
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The Leaderboard
Does your company's culture need more attention?
Leaders who become animated when talking about metrics used to measure team performance should show some of the same excitement when it comes to evaluating corporate culture, S. Chris Edmonds writes. Performing regular employee climate surveys and acting promptly on the findings can lead to better employee engagement and profit, he writes. SmartBrief/SmartBlog on Leadership (2/26)
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Sales Strategies
A better way to predict the probability of making a sale
Companies typically assess the probability of closing deals based on where they are in the sales pipeline, but this approach is ineffective, writes David Brock. Businesses should instead base their forecasts on factors such as the urgency of their prospects' needs and the strength of the relationships they have built with customers, he writes. Partners in Excellence Blog (2/26)
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How salespeople can help managers be more effective
It's critical that sales managers spend their time wisely, and salespeople can help them do this, writes Richard Ruff of Sales Horizons. Salespeople must choose the right times to engage with their managers and should do the groundwork necessary to make coaching successful, he writes. (2/25)
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Build your network to increase your sales
Your organization may be able to generate more sales by partnering with other companies and individuals in your field, writes Ken Thoreson. For this tactic to be successful, salespeople should track their networking activities and make sure they respond to phone calls, he writes. (2/26)
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Daily Data Points
U.S. home prices post biggest advance in 6 years
House prices increased 6.8% in December compared with December 2011, the biggest year-over-year gain in six years, according to the Standard & Poor's/Case-Shiller home-price index. Higher demand and shrinking inventory drove the increase. New-home sales climbed 28.9% last month compared with January 2012, the Commerce Department says. USA Today (2/26), Los Angeles Times (tiered subscription model)/Money & Co. blog (2/26)
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U.S. consumer confidence improves despite higher taxes
Topping estimates of economists who keyed on a boost in U.S. payroll taxes, consumer sentiment improved to a reading of 69.6 this month from a revised 58.4 in January, as measured by a Conference Board index. The latest number is up sharply from the average index reading of 53.7 during the recession. Bloomberg (2/26)
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On the Road
13 items no business traveler should leave home without
Personal "Mi-Fi" hot spots, Trusted Traveler status and plenty of smart snacks are among the things that can make life easier for road warriors. This slide show highlights all the items that should be packed in a state-of-the-art carry-on bag. Business Insider (2/20)
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App Update expands Service Cloud for mobile app help is enhancing its Service Cloud for mobile shopping and banking, permitting users to access customer service from within applications, Barb Darrow writes. "The goal is to bring the sort of in-app experience folks now get from advanced web applications -- co-browsing, in-application support, chat as well as easy access to knowledge bases and support forums -- to their device of choice," Darrow writes. GigaOm (2/26)
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Making Small Talk
The oldest marathoner hangs up his competition shoes
Fauja Singh began running in his 80s to distract himself from the grief of losing his son. He became a marathon runner at age 89, kept on despite having his records snubbed by Guinness and ran his last official race in Hong Kong on Sunday at age 101. He's only retired from competition, however. "The day I stop running will be the day that I die," he said. (2/22)
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Who's Hiring?
Position TitleCompany NameLocation
Director Business Development Marine SystemsMarotta Controls, Inc.Montville, NJ
Senior Vice President, SalesLeapFrogEmeryville, CA
Spec, Sales Support Job Time Warner CableCoppell, TX
Sales Training Consultant- Federal Government Level 3 CommunicationsMcLean, VA
Global Sales Capability Leader Kimberly-ClarkRoswell, GA
Vice President, Sales - Americas Tableau SoftwareBoston, MA
Click here to view more job listings.
Make culture as important as performance."
-- S. Chris Edmonds, writing at the SmartBlog on Leadership
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