Most Clicked NAW SmartBrief Stories
1. Don't let passive sales routine reduce you to an order-taker
NAW SmartBrief | Jan 07, 2009
As sales people fall into routines, it's easy to go from a sales-maker to a simple order-taker. Instead of asking customers if they need more of what they already have, a good sales-maker becomes a problem-solver and takes a proactive approach in finding opportunities that serve the customer well and boost their own sales at the same time. Manage Smarter (12/31)
2. Steel industry looks to economic-stimulus plan for rescue
NAW SmartBrief | Jan 07, 2009
The U.S. steel industry is looking to the infrastructure-stimulus plan from President-elect Barack Obama to rescue it from a slump. Part of the problem the industry faces stems from the way steel wholesalers have always operated -- a method that's too risky for today's economy, this article suggests. In the past, wholesalers purchased steel on credit and resold their inventories, but now the wholesalers cannot easily get credit and have resorted to selling off their inventories to raise cash. New York Times (free registration), The (01/01)
3. When going gets tough, sales managers should stay strong
NAW SmartBrief | Jan 05, 2009
With gloomy forecasts for 2009, sales managers may feel inclined to go into hibernation for a year, but it's important to remember that salespeople are also afraid, and fear breeds paralysis, further hurting production. Three steps are important for managers responding to a sales slowdown: stay visible and be a strong leader; retain and even expand incentive programs; and reinforce sales basics. Manage Smarter (12/30)
4. Questions to assess your sales coverage model
NAW SmartBrief | Jan 02, 2009
As customer needs continue to change, companies should continuously reevaluate their sales coverage model. Mary Donato offers a series of questions to ask yourself as you assess your strengths, as well as areas that may need improvement. Manage Smarter (12/29)
5. Survey: What traits contribute to a new leader's success?
NAW SmartBrief | Jan 05, 2009
The most important attribute in high-performing new leaders is a strong focus on results, whereas behaviors seen in struggling leaders include focusing too much on details, reacting negatively to criticism and micromanaging staff, according to a survey of 5,400 business leaders who were new to their roles and their managers. The findings also showed that the dogged pursuit of a quick win can backfire and prevent new leaders from enjoying the benefits. Harvard Business Review (01/2009)
6. Best practices for developing a strong recognition strategy
NAW SmartBrief | Jan 02, 2009
Start the new year off on the right foot with your company's recognition programs. Roy Saunderson offers 10 tips for making 2009 a great year for recognition. Manage Smarter (12/29)
7. Hit the networking ground running after promotion
NAW SmartBrief | Jan 02, 2009
It's essential to begin making connections soon after receiving a promotion, even if you don't have natural networking skills. A lot of people dislike networking, but you can do it and Harvard Business Review has tips to get you started. Harvard Business Review (01/2009)
8. Analysts: Building-products purchases expected to drop
NAW SmartBrief | Jan 05, 2009
Two analysts lowered estimates for upcoming purchases of building products. In separate reports, a J.P. Morgan Securities analyst and Robert W. Baird analyst both predicted demand for building products, including cement, lumber and plastic, would continue to drop as the housing market remains slow. In November, new home starts dropped by 18.9% from October levels. Purchasing.com (12/30)
9. Study: Supply chain disruptions can lower shareholder value
NAW SmartBrief | Jan 05, 2009
According to a report from PricewaterhouseCoopers, supply chain risks can threaten shareholder value. The study examined 600 companies that experienced supply chain disruptions in the time frame of 1998 to 2007. The companies' stock prices become more volatile, return on sales and assets dipped, and average shareholder value fell. "The traditional emphasis in supply chain management has been to squeeze out costs," said Dave Pittman of PwC. "But the very practices that drive costs out also open the door to increased risks." Supply & Demand Chain Executive (12/30)
10. Top 20 global franchise distributors
NAW SmartBrief | Jan 07, 2009
Evertiq.com (01/01)
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