Be kind to your young applicants | How to provide effective feedback to your sales reps | Mapping the U.S. housing recovery
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March 12, 2013
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The Leaderboard
Be kind to your young applicants
College seniors interacting with employers for the first time are like middle-schoolers learning how to date, so don't judge them too harshly in interviews, writes Trent Hazy, CEO of MindSumo. "Sure, they had to pitch themselves to get into college, but transcripts and test scores did most of the talking back then. Now, they have some experience and relevant skills, but they don't always know how to show off what's under the surface," Hazy writes. (3/10)
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Sales Strategies
How to provide effective feedback to your sales reps
Your salespeople will tend to disregard some of the feedback you give them, perhaps because they disagree with it or are unable to fix the problem, writes Richard Ruff of Sales Horizons. This issue "can be minimized if more time is spent up-front with the sales manager and rep discussing the coaching process," he writes. In situations where representatives are receptive to advice, it's important to provide both positive and negative feedback and to recognize that altering behaviors can be difficult. (3/11)
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Using e-mail to enhance your sales efforts
Sales representatives use e-mail for a variety of purposes, such as sending proposals, asking questions and supplying links to testimonials, writes Dave Kurlan. ToutApp, which allows users to monitor how recipients interact with their messages, is a useful tool for making the most of e-mail, he writes. If recipients aren't answering your e-mails, that gives you a good idea of what they think about your service, he notes. (3/11)
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Daily Data Points
Mapping the U.S. housing recovery
Learn more about the U.S. housing recovery:
Click on image to enlarge map.
Lost amid all the political gridlock in Washington has been one major positive indicator for the U.S. economy: The housing market is starting to rebound. Real estate foreclosures, mortgage delinquencies and vacancies are all on the decline. This article uses maps to drill down to the state and ZIP code level to analyze the most promising sections of the country for housing-related businesses. SmartBrief/SmartBlog on Finance (3/8)
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Other News
On the Road
The hotel lobby -- wired so you don't have to be
Marriott Hotels and Resorts will offer free Wi-Fi in its lobbies to meet the growing demand from guests and nonguests who use the areas for meetings. Free service in hotel lobbies is nothing new for DoubleTree, Hilton and Sheraton, which offer complimentary connectivity. USA Today/Hotel Check-in blog (3/7)
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App Update
Mobile devices are seeping further into the workplace
The mobile revolution is reaching further afield into the workplace as its increasing affordability has enabled companies to greatly expand the technology's reach. "Just like we had a wave of entrepreneurs developing apps for smartphones for consumers, now we're seeing a wave of companies doing the same for enterprises," said Matt Murphy of the Kleiner Perkins Caufield & Byers venture capital firm. The Wall Street Journal (3/11)
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Making Small Talk
The healthy debate over daylight saving time
Setting the clock ahead an hour for daylight saving time throws off circadian rhythms and contributes to traffic accidents, workplace injuries and heart attacks, say chronobiologists. Even cows feel the effects of the change when they're milked an hour earlier than usual, Bora Zivkovic writes, joining in the universal jet lag we experience when the clock changes. Blog Around The Clock (3/7)
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Editor's Note
SmartBrief's inside look at #SXSW
SmartBrief is attending the South by Southwest Interactive Festival, with tweeting @SmartBrief and blogging at SmartBlogs. Here's some of our coverage so far.
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Who's Hiring?
Position TitleCompany NameLocation
Publisher Development Manager (N.Y or L.A)Triton DigitalLos Angeles, CA
Senior Vice President, SalesLeapFrogEmeryville, CA
Spec, Sales Support Job Time Warner CableCoppell, TX
Sales Training Consultant- Federal Government Level 3 CommunicationsMcLean, VA
Global Sales Capability Leader Kimberly-ClarkRoswell, GA
Vice President, Sales - Americas Tableau SoftwareBoston, MA
Click here to view more job listings.
Great coaches realize the importance of providing balanced feedback -- both strengths and weaknesses."
-- Richard Ruff, co-founder of Sales Horizons, writing at
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