Best Practices

Shift to team-oriented sales incentive approach takes time
A common error companies make when trying to move to a team-based selling approach is rushing the process. The transition from individual to team incentives usually needs about six months, and management needs to consider the impact on the support organization as well. Selling Power (free registration) (8/29)

Ten tips for choosing the right ad agency
A list of 10 tips for finding the right advertising agency includes not limiting your search geographically, not counting out agencies solely based on their size, big or small, and not making industry experience the most important factor. BusinessWeek (8/15)

Management

Achieve a "yes culture" in your business
A "culture of no" persists at many organizations that have trouble keeping up and saying yes to new technologies. Creativity and productivity are stifled in such cultures, and some suggestions for positive transformation include building a panel with members who support change and engaging the "no" leader with solutions and ideas. American City Business Journals (8/20)

Customer Relations

Convert prospects to loyal customers
Customers come in stages of loyalty, beginning with suspect, and then moving on to prospect, first-time customer, repeat customer, client and advocate. This article provides a detailed description of how to attract customers in the loyalty stage and how to convert prospects. CustomerThink (9/4)

Training and Presentation

Build your mentor program with online matching, resources
Online mentoring programs, such as Convergys Corporation's internally developed MentorNet, allow mentors and mentees within a company to be matched up based on profiles and development needs and facilitate the mentoring process by providing access to tools and resources needed to manage the partnership. Manage Smarter (9/4)

Closing the Deal

Understand IT, grow your business
"The more IT-savvy business executives were, the faster they were able to expand," writes technology journalist Doug Bartholomew in Baseline, commenting on a CDW survey of more than 150 CEOs and senior executives.

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