Why some companies pay new hires to quit

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July 23, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    3 ways to spark a cultural revolution Building and maintaining a corporate culture worth having isn't easy, writes Seth Cargiuolo. To do so, leaders need to commit fully to their values, communicate them effectively and make them count by turning values into meaningful action. "It ain't easy -- but if it was, any ol' fool could do it, right?" Cargiuolo writes. ThoughtLeaders blog (7/18)       Any business expanding globally needs to be aware of the complex and oftentimes stringent privacy regulations they'll encounter as they move into new markets. In the EU, for instance, a strict regulatory framework that could spell headaches for U.S. businesses who don't have the facts. Download this FREE eBook to avoid common pitfalls and streamline EU legal compliance. Sales Strategies  Are your salespeople planning ahead? Salespeople often don't know enough about their prospects so it's important to ask key questions before they waste time on bad opportunities, consultant Greta Schulz writes. "Before your salespeople charge off to fight the next battle, ask them: 'If this was your money, would you spend it?'" she recommends. Also, make sure your salespeople are devoting enough effort to planning. American City Business Journals/South Florida (7/20)       Why some companies pay new hires to quit A company called Softchoice has an effective sales-training program that culminates with an offer to pay new recruits who don't want to remain with the business. This strategy, which is also used by the wildly successful online shoe company Zappos, can allow a company to identify employees who won't fit in and make sure they don't linger and drag down the business. AzBiz.com (Tucson, Ariz.) (7/20)       How to manage sales reps' performance While getting new hires up to speed, it's important to help them grow from needing to be micromanaged to being able to be managed based on results or pipeline activity, Scott Gruher writes. After they have achieved full productivity, managers must try to make sure salespeople don't regress to once again requiring micromanagement. Sales Benchmark Index/Sales Force Effectiveness Blog (7/19)       Daily Data Points  Strong growth expected for spending on home remodeling Data suggest homeowner spending on remodeling is poised to grow rapidly and reach $128.9 billion in the first quarter of next year. "By the end of the year, ... positive market fundamentals are expected to kick in, moving the industry out of this ebb and flow period and into a new growth phase," said Eric S. Belsky of the Joint Center for Housing Studies of Harvard University. CEPro.com (7/20)       Strategies from Sales & Marketing Management    Customer data: What's out there and what should you be doing with it? Collecting customer data is at the core of most consumer marketing plans, but how are B2B companies putting so-called Big Data to use? Paul Nolan examines this question and looks at three types of B2B data companies should be aware of: Internal transaction data, primary market research and secondary data. Sales & Marketing Management (7/23)       Scan as fast as you work. Scan as fast as 60 pages per minute with the new Canon DR-M160 and increase your productivity with a bigger daily scan volume of up to 7,000 pages. The document quality is improved with a scan resolution as high as 600 DPI. Scan more for less. On the Road  Airlines charge fliers a huge markup for fuel Airlines' fuel surcharges have risen twice as fast as fuel prices over the past year. According to a study, U.S. airlines have jacked up surcharges 53%, but fuel prices have gone up only 24%. Los Angeles Times (tiered subscription model) (7/23)       Other News Mobile apps that can improve your next business trip Fox Business Small Business Center (7/20)       App Update  How social CRM can boost your business Social CRM can be valuable for your business because social networks can be an effective way to reach your customers, writes David Taber of SalesLogistix. Among other advantages, social CRM can help organizations to offer better customer support and deal with complaints before your company's reputation takes a hit. CIO.com (7/19)       Most Read  Top five news stories selected by SmartBrief on Sales readers in the past week. How to get in touch with the right people (Sales Benchmark Index) Why won't some salespeople stay focused? (OMGHub.com) How to coach people who don't report to you (Sales Benchmark Index) How social tools can help connect sales and marketing (Eloqua) How to create change in the sales organization (Sales Benchmark Index) Results based on number of times each story was clicked by readers. Featured Content    A Free Tool to Restrict the Age of Your Followers on Twitter Courtney Rubin The Healthcare Time Bomb Facing Small Businesses Rieva Lesonsky Secrets to Pitching Your Business to Magazines and Blogs Adam Rich Misguided Startup Passion Can Spoil Your Life Tim Berry Lessons for Small Business from a Big Brand Failure Denise Lee Yohn Most Popular Headlines from Last Week Symantec Software is Crashing PCs Worldwide Courtney Rubin The Secret to Airport Security Lines Mark Henricks Marissa Mayer: What I Learned From the Grocery Store Courtney Rubin Results based on number of times each story was clicked by readers. Making Small Talk  Gopher lives near rocket launch pad in Kazakhstan There is a gopher living under a rocket launch pad in Kazakhstan and an Internet video of the animal has gone viral. Astronauts recently used the launch pad to embark on a mission on the International Space Station. The Telegraph (London) (7/19)       Position Title Company Name Location Account Manager - Online Ad Sales Publishers Clearing House Port Washington, NY Click here to view more job listings. SmartQuote  Unless your team are mind-readers, or exceptional observers of human behavior, you have to communicate your values and vision to them." --Seth Cargiuolo, chief knowledge officer and director of digital strategy at The Saint Consulting Group, writing at ThoughtLeaders blog       SmartBrief on Sales Partners SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today! 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