Most Clicked NAW SmartBrief Stories
1. 3 ways you're dragging your company down
NAW SmartBrief | May 14, 2012
An inspiring, positive workplace is a major asset for any company -- but it's all too easy for bosses to allow negativity to take over, Lisa Zigarmi and S. Chris Edmonds say. The recession has left workers feeling undervalued, and many bosses reinforce that perception by ignoring their team's feelings, micromanaging employees, or simply failing to treat those around them with grace and kindness. SmartBrief/SmartBlog on Leadership (05/09)
2. Rexel expands U.S. presence with Platt Electric Supply acquisition
NAW SmartBrief | May 18, 2012
Rexel said it will purchase Platt Electric Supply, a regional supplier of electrical products and services. "Through the acquisition of Platt Electric Supply, Rexel is significantly expanding its footprint in the U.S. and strengthening its market position in a key region," Rexel CEO Rudy Provoost said. TED Magazine (05/16) Modern Distribution Management (05/16)
3. 17 questions that can help sales managers succeed
NAW SmartBrief | May 16, 2012
There are similarities between managing salespeople and managing a baseball team, write Michael and Jonathan Hackett. Unfortunately, managers in both worlds make some of the same mistakes, beginning with adopting a "what have you done for me lately?" attitude instead of approaching things from the other way around and asking "What can I do for you?" Hang a question mark on what matters most, and what matters most to you becomes critically important to the people you manage, they advise. Sales & Marketing Management (05/14)
4. Sales isn't about befriending customers
NAW SmartBrief | May 17, 2012
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 (05/14)
5. How to find the everyday leaders on your team
NAW SmartBrief | May 16, 2012
Scott Edinger writes about how organizations can identify the "reverse leaders" in their ranks. Some individuals exhibit leadership qualities, even if they don't have a formal managerial role. They often are results-oriented and customer-focused, with strong interpersonal skills. Companies that don't cultivate them are missing out on a competitive opportunity, Edinger writes. Harvard Business Review online (05/11)
6. How well do you handle rejection?
NAW SmartBrief | May 14, 2012
Salespeople have to deal with active rejection, which can involve rudeness or insults, and passive rejection, in which prospects simply don't respond to phone calls or e-mails, writes Frank Belzer. Some salespeople are better at handling one type of rejection, he notes. Passive rejection can make salespeople less effective by triggering an emotional response in them, Dave Kurlan writes. OMGHub.com (05/09) OMGHub.com (05/09)
7. Forecast: Freight rates to increase "indefinitely"
NAW SmartBrief | May 14, 2012
DC Velocity online (05/10)
8. How to turn your salespeople into a true team
NAW SmartBrief | May 16, 2012
Fostering a collaborative approach to sales is important for the success of many organizations, writes Matthew Bellows. "No one salesperson can marshal the information, contacts, and insights that a coordinated team can," he writes. It's important to encourage your salespeople to share information and to look for job applicants who are team players while making new hires. Inc. online (05/11)
9. Would You Fire Someone for Stripping Off-Hours?
NAW SmartBrief | May 14, 2012
OPEN Forum blogs (05/11)
10. CFOs say goodbye to paper receipts with mobile expense reporting
NAW SmartBrief | May 16, 2012
More finance chiefs are turning to automated systems to help gather receipts and reconcile expense reports. Software tools can help save time and improve oversight, executives say. One such service lets users submit expenses to the accounting department by taking photos of receipts with a smartphone. CFO.com (05/10)
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