How to spot employees who are out of their depth | Why standout sales reps still need coaching | Enthusiasm, collaboration are key for inside sales
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September 24, 2014
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The Leaderboard
How to spot employees who are out of their depth
Scuba diving
(NewsCred/Freebase)
Managers often leave employees in roles they aren't suited for because they are afraid of the aftermath, says LinkedIn CEO Jeff Weiner. "[Y]ou give yourself and you give that person some kind of timeline where you say: 'I'm going all in with you; I'm going all in. Here is where I've observed the gap exists between your current performance and what we need from you.' " Business Insider (9/22)
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Sales Strategies
Why standout sales reps still need coaching
You can get the most bang for your buck by coaching middle-of-the-road sales reps, but top performers still need guidance, writes Richard Ruff, co-founder of Sales Horizons. Help standout sales reps reach greater heights by giving them innovative assignments, offering feedback and using coaching techniques to prevent them from getting bored. SalesTrainingConnection.com (9/22)
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Enthusiasm, collaboration are key for inside sales
A new inside sales initiative requires enthusiasm from front-line sales reps as well as your company's leadership team to be successful, writes Laney Dowling, director of customer success at AG Salesworks. In addition, you'll need to help your salespeople get the training they need and encourage them to work together. Sales Prospecting Perspectives blog (9/22)
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Opinion: For B2B marketers, not all clicks are equal
Driving sales is the ultimate goal of business-to-business sales, so metrics and key performance indicators for ads should focus on these over total reach. Marketers should measure how much campaigns increase site engagement for potential customers, ignoring all the outside clicks and impressions, writes Rachel Balik. Marketing Land (9/22)
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Daily Data Points
Report: Social media to dominate holiday marketing
Social media
(boygovideo)
The vast majority of retailers plan to use digital promotions this holiday season, with social media prevailing as the most popular option, according to the 2014 Holiday Retail Audit by eBay Enterprise. E-mail marketing and search engine optimization were the second and third most popular strategies, with offline tactics falling in fifth place. ClickZ (9/22)
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U.S. manufacturing, other data point up; housing cools
U.S. manufacturing is maintaining a healthy pace this month, and hiring in the industry is strong while other indicators point to greater activity in factories and service industries in various regions. However, the smallest 12-month rise in housing prices since 2012 suggests a cooling property market. Reuters (9/23)
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Most Americans say U.S. is still in recession, survey finds
Almost three-quarters of Americans say the U.S. is still in a recession, according to the 2014 American Values Survey from the Public Religion Research Institute. Only 7% of Americans say their financial health is excellent. Financial Advisor online (9/23), Houston Chronicle (tiered subscription model) (9/23)
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On the Road
Hotel unveils apartment service
Room Mate Hotels is launching BeMate.com, a travel service that offers apartment accommodations combined with hotel amenities, in 10 cities before expanding to 200 cities by the end of 2015. The apartments provided by BeMate in Europe and North America are paired with a nearby partner hotel, which would provide housekeeping, baby-sitting, airport transfers, luggage storage and late checkout. A mobile app is expected to launch this year. HotelsMag.com (free registration) (9/18)
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App UpdateSponsored By
Salesforce expands campaign tool to apps
Salesforce's new Journey Builder for Apps allows marketers to chart a consumer's path from prospect to customer and to gauge how mobile application usage fits into the process. The tool uses maps, interactions and analytics, and it includes templates with Web pages that can be used to customize content. VentureBeat (9/23)
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Sign Up for 4A's Strategy Festival 2014 in Chicago
Account planners and strategists won't want to miss the 4A's Strategy Festival 2014 on October 5-7 at The Langham, Chicago, which will kick off with a special leadership forum limited to 40 attendees. Monday's general sessions will include a special keynote by New York Times best-selling author Jonah Berger, author of Contagious: Why Things Catch On, followed by craft skills workshops on Tuesday to conclude the conference. 4A's members and non-members can sign up now!
 
Making Small Talk
Are you buzzword compliant?
Leadership
(rafal_olechowski)
Jargon isn't good, but people still use words like "deliverables" and "decruiting" in business, so Mark Phillips has created a list of 50 buzzwords to know. In The Black online (Australia) (9/23)
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Who's Hiring?
Position TitleCompany NameLocation
Senior Manager, Sales Training & EnablementPandora Media, Inc.Oakland, CA
Click here to view more job listings.
 
SmartQuote
[T]op sales performers do want and appreciate feedback as long as the feedback is thoughtful, concise, and actionable."
-- Richard Ruff, co-founder of Sales Horizons, writing at SalesTrainingConnection.com
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