Tips for putting an errant employee back on track | Tips for implementing a successful sales methodology | Data releases this week measure U.S. economic strength
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April 1, 2013
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The Leaderboard
Tips for putting an errant employee back on track
It's vital to address the problem swiftly and effectively if an employee has performance issues, Dan McCarthy writes. Meet one on one to discuss the issue, listen to the employee's views and establish a clear plan for putting things right. "A lot of good employees screw up now and then. ... If you follow this process, you'll get most of them back on track before it gets out of hand," McCarthy writes. SmartBrief/SmartBlog on Leadership (3/28)
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Sales Strategies
How to create a support team within your company
People in other departments within your company can make valuable contributions to the sales process, but there are other demands on their time, writes Dan Bernoske. The key to getting them involved is to provide them with useful feedback from your customers, he writes. After closing a deal, reward them for their efforts by giving them recommendations on social media and telling their managers about their contributions, Bernoske suggests. Sales Benchmark Index/Sales & Marketing Effectiveness Blog (3/29)
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Tips for implementing a successful sales methodology
A strong sales methodology can provide significant benefits for your business, but only if it is implemented properly, writes Donal Daly. When selecting a methodology, look for one that will provide value to your customers, will be used by your sales representatives and can be supported by your customer relationship management system, he adds. "As the sales person works with an opportunity in the CRM system, the methodology should be always present, just where the sales person needs it," Daly writes. Dealmaker365 (3/31)
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Daily Data Points
Data releases this week measure U.S. economic strength
Several economic reports due out this week will present a clearer picture of the state of the U.S. economy. The unemployment report for March is expected to show a steady jobless rate, with the economy adding 200,000 jobs over the month, down a bit from February's 236,000. Other indicators due this week address auto sales and business activity. The Wall Street Journal/Real Time Economics blog (3/31)
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Other News
Strategies from Sales & Marketing Management
Panning for data gold
The B2B world is still answering questions about what customer data to mine and how to put that data to use. Gary Brooks of business data provider Cortera offers insights on how B2B sales and marketing professionals can use business behavior data to improve the effectiveness of their efforts, avoid risk and upsell current customers. Sales & Marketing Management (4/1)
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On the Road
Skip the doughnuts -- go for the superfoods at hotel meetings
Hotels have changed the menu when it comes to meetings, favoring healthier snacks to keep even the most boring meeting bearable. Omni Hotels retained "The Biggest Loser" nutritionist Cheryl Forberg to create menus, while the Ritz-Carlton in Naples, Fla., has a "Lite Break" program that offers nuts and assorted seasonings. USA Today/Hotel Check-in blog (3/28)
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App Update
Mobile messaging apps become attractive to young consumers
Smartphone messaging applications have wooed young people by combining text and social media features that enable users to circumvent cellphone plans and find an alternative to Facebook. These apps -- which include Kik, Whatsapp, KakaoTalk and WeChat -- are not considered a threat to Facebook but might make inroads into its use. "More people text and make phone calls than get on to social networks. If one company dominates the replacement of that traffic, then by definition that's very big," said Rich Miner, a partner at Google Ventures who is backing MessageMe. Reuters (3/31)
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Making Small Talk
How to build a bathroom in the sky
Airplane bathrooms are an important part of the aviation business: Toilets are crucial if carriers want to operate lengthy routes, but hauling water requires planes to burn more fuel. That's made airplane toilets the focus of intensive research and development, with researchers using simulated waste composed of dog food or shredded sponges to test prototype hyper-efficient toilets. The Wall Street Journal (3/28)
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CAQH Sales ManagerCouncil for Affordable Quality HealthcareWashington, DC
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SmartQuote
[L]earning how to handle a performance problem is one of the very first things a new leader should learn how to do."
-- Dan McCarthy, director of Executive Development Programs at the University of New Hampshire, writing at the SmartBlog on Leadership
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