Thursday, March 1, 2012

Stop tolerating your worst-performing reps

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March 1, 2012
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Sales Strategies 
 
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    A number of obstacles can inhibit your sales organization's performance, writes Louis Foong. Your salespeople may not have access to key decision-makers, for example, or there may not be enough qualified leads going into the sales funnel. It's important to focus on the long-term health of your sales organization rather than on initiatives designed to create a short-term burst in activity, he advises. LouisFoong.com (2/28) LinkedInFacebookTwitterEmail this Story
  • Stop tolerating your worst-performing reps
    Sales managers are sometimes resistant to fire their poorest sales representatives either because they are not good at identifying them or because they think even a bad salesperson is worth something, writes Scott Gruher. However, if you have provided your poor-performing representatives with all of the tools necessary for success and they haven't improved, you should fire them, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (2/27) LinkedInFacebookTwitterEmail this Story
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    Green Globe is an iOS application that can help users make environmentally friendly travel choices. The app can help you find hotels, resorts and tours that practice sustainability. Other apps for green-conscious travelers include Green Travel Choice, which can keep tabs on emissions, and Green Genie. Forbes (2/29) LinkedInFacebookTwitterEmail this Story
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App Update 
 
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    An interactive whiteboard is among the technology tools that can help to boost in-person collaboration, Jonathan Blum writes. "Groups can write directly on the [whiteboard] -- mark up documents, make highlights or take notes -- and the smart board will capture the changes," he writes. Other useful tools for fostering collaboration include "smart" tables that function as large tablet computers, he notes. Entrepreneur.com (2/29) LinkedInFacebookTwitterEmail this Story
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Making Small Talk 
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Position TitleCompany NameLocation
Sales Engineer WSIHamamatsu CorporationSan Diego or San Jose, CA
Senior Sales ManagerMariott InternationalWashington, DC
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SmartQuote 
Quit wasting time on someone that is making the choice not to invest in their own success."
--Scott Gruher, senior consultant with Sales Benchmark Index, writing in the firm's Sales Force Effectiveness Blog
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