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| SmartBrief on Sales |
| May 15, 2012 |
How success stops some leaders in their tracks
Some business leaders become less effective after they experience success, Steve Tobak writes. For example, they might become scared of taking risks or they might think they have the business completely figured out. "They stop asking questions and don't really listen when key stakeholders -- customers, executives, directors, investors -- tell them something they need to hear," he writes. CBS MoneyWatch (5/9)
Name and shame your inner saboteur
Many people are held back by their own inner "saboteurs," writes Shirzad Chamine. If you're guilt-tripping yourself into inaction, convincing yourself that you're a victim or seeking to control rather than collaborate with those around you, then you could have fallen victim to a saboteur. "Your mind is your best friend. But it is also your worst enemy," Chamine warns. SmartBrief/SmartBlog on Leadership (5/11)
Getting sales superstars to use new processes
Persuading top-performing sales representatives to adopt a new process can be challenging, but it may be necessary to ensure the long-term success of your company. Sales managers can encourage their superstar salespeople to use a new process by spending time with them in the field and by creating personalized change-management plans for them, writes Dan Perry. Sales Benchmark Index/Sales Force Effectiveness blog (5/12)
Sales isn't about befriending customers
The best salespeople aren't concerned with trying to be friends with prospects and customers, writes Dave Kurlan. Lower-performing salespeople want their customers to like them, and it negatively affects their work. "Because they don't ask tough questions and don't ever push back or challenge anything, we can be certain that they aren't having the type of conversations that add value," he writes. OMGHub.com/Understanding the Sales Force blog (5/14)
Companies plan to spend cash, report finds
This year, 45% of global chief financial officers and CEOs are planning to spend the cash they have been amassing, according to the American Express/CFO Research Global Business & Spending Monitor. North American executives are even more optimistic, with 56% ready to start spending instead of continuing to build reserves. Companies plan to spend to increase operating capacity, to fund research and development, to pursue mergers and acquisitions and to hire workers. The Wall Street Journal/Real Time Economics blog (5/15)
Other News
Tools for planning your next trip
If you're planning a trip -- for business or pleasure -- a number of tools, including StreetAdvisor, TripAdvisor and City Data -- can help you to find the most interesting neighborhoods within a city. Other services such as Walk Score and Drive Score can also help figure out the best place to stay. Lifehacker (5/10)
Other News
Media company demonstrates the power of customized sales apps
Greater Media Newspapers has helped its salespeople to cut down on paperwork and spend more time in the field by creating a cloud-based application that is designed to be used on iPads. The app pulls data from several company databases to ease the sales process. NetNewsCheck.com (5/15)
Featured Content
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Did the queen lose her underwear?
A pair of underwear that supposedly once belonged to Queen Elizabeth II is being sold on eBay. Supposedly, the garment was left on a private plane when the queen went to Chile more than 40 years ago. No official source has verified the authenticity of the underwear, but bids have already been placed on the item. The Telegraph (London) (tiered subscription model) (5/14)
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--Steve Tobak, writing at CBS MoneyWatch |
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I've seen far too many successful people develop an elitist or ivory tower mentality."