October 27, 2021
SmartBrief on Sales
Sales and Marketing Management Strategies
Reassess targets, processes when sales reps miss goals
It may be time to reassess and adjust sales quotas when salespeople are regularly missing their targets, writes Susan McCullin. On an individual level, foster improvement by helping sales representatives focus upon their strengths while shoring up weaknesses.
Full Story: The Center for Sales Strategy (10/27) 
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Industry Spotlight
Retailers including Walmart, Macy's and Best Buy have begun rolling out Black Friday promotions early to give shoppers more time to buy. Amazon began offering "Epic Deals" early this month, Macy's will roll out Black Friday sales on Nov. 3, Sephora will follow on Nov. 5 and Best Buy and Sam's Club will debut their sales on Nov. 19 and Nov. 25, respectively.
Full Story: Women's Wear Daily (10/25) 
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SmartBrief Originals
Leadership behavior influences and cultivates workplace behavior, especially when that behavior deviates from stated values, says S. Chris Edmonds in this blog post and video. "Do not dismiss or discount the powerful personal impact you have on your work culture and the employee experience daily," he says.
Full Story: SmartBrief/Leadership (10/26) 
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Daily Data Points
The Conference Board's consumer confidence index has taken a surprise upturn in October, rising 4 points to reach 113.8 and ending three consecutive months of decline. Consumers reportedly are showing increased appetite for home purchases and expenditures on big-ticket items and vacations, suggesting economic growth is continuing, despite factors such as inflation concerns.
Full Story: Reuters (10/26) 
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The Leaderboard
Taking time to develop your skills and showing patience when networking and executing ideas can pay off in the long-run, writes author and business school professor Dorie Clark. "A key part of playing the long game is building long-term relationships, and the fastest way to blow that up is to ask a new contact for a favor too soon," writes Clark.
Full Story: Next Big Idea Club Magazine (10/26) 
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As the average age increases around the world, companies need to take a fresh look at age discrimination at work, writes Sheila Callaham, executive director of the Age Equity Alliance. "The exclusion of older workers is particularly unsettling given that it predicts the future for everyone younger," Callaham writes.
Full Story: Forbes (tiered subscription model) (10/24) 
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On the Road
American Airlines unveils revamped AAdvantage program
(American Airlines)
American Airlines has revamped its AAdvantage frequent flyer program, creating a system where participants earn and spend loyalty points, generated at varied levels based on air travel and purchases from partner companies. The most notable new feature treats all points the same, thereby allowing participants to theoretically earn elite status based on credit card and partner points.
Full Story: TravelPulse (10/26),  OnEarth Magazine online (10/26),  Frequent Business Traveler (10/26) 
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Tech Update
LinkedIn boosts engagement, ad sales
LinkedIn engagement reached record levels, user sessions were up 19% and ad sales rose 42% during the third quarter (compared with Q3 2020) amid growing demand and an expanding job market, according to parent Microsoft. The social platform is betting future growth on more advertising tools, digital events and creator tools and creator funding initiatives.
Full Story: Social Media Today (10/27),  GeekWire (10/26) 
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Amazon Ads is integrating Twitch and incorporating display ads into the platform's livestreams, the company announced at the unBoxed conference, as well as introducing a Brand Lift survey tool. Interactive Video Ads are also getting a "Send Me More Info" spoken call to action in addition to those already possible, and the format is coming to Amazon Music.
Full Story: Ad Age (tiered subscription model) (10/26),  MediaPost Communications (free registration) (10/26) 
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Making Small Talk
Amoon, a dog dressed as an essential worker, won best in show at the 31st annual Tompkins Square Halloween Parade in New York City. Other honorees included dogs dressed as a dim sum cart, "Bark Obama" and a Great Dane dressed as Maleficent.
Full Story: Gothamist (New York) (10/25) 
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About the Editor
Candace Chellew
Candace Chellew
Hi, it's your SmartBrief on Sales editor! Thank you for reading and subscribing. I know you don't need to read SmartBrief on Sales. Rather, you're here because you are dedicated to sharpening your sales skills and becoming better at creating value for your clients.

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