Most Clicked NAW SmartBrief Stories
1. How transportation is getting leaner
NAW SmartBrief | Feb 13, 2012
Cutting costs in the transportation supply chain is getting more sophisticated as companies seek to gather or leverage data to find efficiencies. This is leading to increased cooperation by companies with third- and fourth-party logistics providers, as well as competitors, Seth Clevenger writes. Transport Topics (02/08)
2. How a smaller W-D reinvented itself
NAW SmartBrief | Feb 10, 2012
Wholesale distributor Ward Supply Co. adjusted to a tougher business climate in the late 1990s by streamlining management and empowering every employee to take action on behalf of customers. That culture shift takes sustained effort but has improved the company's financial outlook and stability, President and CEO Terry Ward says. "We are much quicker to respond to our customer requests and we are leaner with less headcount overhead," he says. HVACR Distribution Business magazine (02/2012)
3. How to spot superstar sales reps during the interview process
NAW SmartBrief | Feb 16, 2012
Many new hires fail to meet sales objectives, so being able to identify top-performing sales representatives during the interview process is a vital skill. To identify these "A" players, look for candidates who display enthusiasm and a sense of urgency, writes Dan Perry. "They are 'A' players because they challenge the customer." Sales Benchmark Index (02/11)
4. The skills employees need in the supply chain
NAW SmartBrief | Feb 15, 2012
Recruiting and training supply chain employees with the right mix of skills is crucial, writes Lalit Wadhwa of Avnet Electronics Marketing. Businesses with complex supply chains "strive to develop a pool of employees, each with deep competence in a specific supply chain discipline as well as with broad commercial, communication, and learning skills," he writes. Those abilities include thinking critically and communicating with customers. EBN (02/10) Supply Chain Management Review (02/13)
5. WinWholesale buys, renames Midwest Industrial Sales
NAW SmartBrief | Feb 10, 2012
WinWholesale has purchased Kansas-based Midwest Industrial Sales, reopening it this week as Kansas City Winfastener. A co-owner of Midwest Industrial Sales has been appointed president of the renamed firm. Modern Distribution Management (02/08)
6. 7 behaviors displayed by the best leaders
NAW SmartBrief | Feb 13, 2012
What leadership skills separate the leaders from the rest? Some of the most important characteristics include integrity, the ability to listen and a commitment to following through on promises, Dianna Booher writes. "People want to see the real you -- the integrity behind your face, the actions behind your promises. In today's economic landscape, trust trumps both price and track record." CNN (02/07)
7. 5 ways to improve sales without breaking the bank
NAW SmartBrief | Feb 13, 2012
Boosting your company's sales doesn't have to cost an arm and a leg, writes Suzanne Paling. A number of tactics -- including complimenting your salespeople, changing your approach to meetings and creating lists of the top accounts -- can all help to drive sales, she writes. Entrepreneur.com (02/08)
8. Why your "hunters" deserve more pay
NAW SmartBrief | Feb 16, 2012
When developing compensation plans for your "hunter" sales representatives, who bring in new clients, it's important to remember that they face different challenges than the rest of the sales team, writes Christopher Cabrera of Xactly. "Hunter reps have to do more work than other salespeople do. ... You need to compensate and reward this additional effort," he writes. Compensation plans for these salespeople should include a larger variable portion and provide higher payout levels for representatives that reach loftier objectives, he writes. Selling Power (free registration) (02/10)
9. Why motivation trumps talent
NAW SmartBrief | Feb 15, 2012
Motivation is more important than talent when it comes to sales success, writes S. Anthony Iannarino. "The salesperson that is willing to put forth the effort can be taught what she doesn't know, and she can gain what she is missing." Talented yet unmotivated salespeople, on the other hand, are unlikely to change their ways, he writes. TheSalesBlog.com (02/08)
10. 3 questions to help improve relationship between sales, marketing
NAW SmartBrief | Feb 15, 2012
Marketers and salespeople have been the cats and dogs of many businesses, warily monitoring each other and oftentimes only grudgingly getting along. In the cover story of the newly relaunched Sales & Marketing Management magazine, Huthwaite President John Golden says it's time to set differences aside and create a seamless sales process that pulls the marketing team deeper into the sales process. "I'm not sure whether all sales and marketing professionals understand the kind of paradigm shift there has been in buyer behavior," he said. Sales & Marketing Management (02/06)
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