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November 1, 2012
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The Leaderboard 
  • Do you have a fatal flaw?
    More than a quarter of bosses have at least one "fatal flaw," defined as a core competency at which they're ranked as worse than 90% of their peers, Joe Folkman writes. Flawed leaders must act swiftly to address their failings, or else their careers will suffer, Folkman warns. "Fatal flaws are not easy to change, but improvement is possible," he writes. SmartBrief/SmartBlog on Leadership (10/30) LinkedInFacebookTwitterGoogle+Email this Story
  • Can your team members function without you?
    Swooping in to do your employees' work for them may produce better results in the short term, but it also stunts their development and shows them that you don't have confidence in their abilities, writes S. Anthony Iannarino. Likewise, your employees may become dependent on you if you answer all of their questions rather than allowing them to figure some things out for themselves. (10/31) LinkedInFacebookTwitterGoogle+Email this Story
Sales Strategies 
  • How to develop a contract-renewal strategy
    When determining your strategy for renewing contracts with existing customers, it's important to decide who will have responsibility for the task and how they will go about accomplishing it, writes Laney Pilpel of AG Salesworks. Having up-to-date data is a necessity for pursuing renewals, she notes. B2C Marketing Insider (10/31) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Pay raises are lackluster and benefits costs are up, data show
    Employee wages increased 1.7% year-over-year in the third quarter, according to Labor Department data. Benefits costs increased 0.8%, the largest gain since the second quarter of last year. Many employers are keeping wages flat as they await the possible consequences of $600 billion in automatic spending cuts and tax increases that could occur at the end of the year, economist Ryan Sweet says. Bloomberg Businessweek (10/31) LinkedInFacebookTwitterGoogle+Email this Story
This Week's Sales Cartoon 
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On the Road 
App Update 
  • Empowering your sales force with mobile technology
    Mobile technology can provide significant benefits for sales organizations, but they have to plan in order to make the most of it, write Yusuf Tayob and Ray Pressburger. Salespeople are sometimes reluctant to embrace new technology, but organizations may be able to overcome this obstacle by deploying tablets. "The unique, user-friendly nature of tablets ... is helping to increase the use of technology by the sales force, promoting the adoption of once-scorned CRM software and dramatically shifting how sales representatives divide their work time," they write. (11/1) LinkedInFacebookTwitterGoogle+Email this Story
Making Small Talk 
  • Bribery and tipping are closely connected, researchers say
    Tipping is a short step from outright bribery, researchers say. That's because tipping encourages informal payments as part of a favor-based economy, opening the door to potential corruption. "Once you are embedded in a web of informal transactions and favors, it can sometimes become harder to judge what's appropriate and what's not," says Harvard professor Magnus Thor Torfason. HBS Working Knowledge (10/29) LinkedInFacebookTwitterGoogle+Email this Story
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The more time you take to coach, train, teach, and develop, the faster your employees grow personally and professionally."
--S. Anthony Iannarino, president and chief sales officer for SOLUTIONS Staffing, writing at
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