Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. From 2002 to 2012, the impact of individuals’ task performance on unit profitability companywide decreased, on average, from 78% to 51%. Build a ‘Quick and Nimble’ Culture.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

MAY 20, 2016

This requires using tools such as sales compensation, recognition programs, and goal setting to motivate salespeople to perform the right sales activities. It requires directing and managing salespeople using the right metrics, operating cadence, and performance management process.

Sales 14

Sales Sales Compensation Operations 14

Harvard Business Review

OCTOBER 1, 2014

In January 2012, AIG launched the “Science Team.” A small proportion of worker’s compensation claims account for a large proportion of complexity, contention, delay and losses for AIG: 10% of claims account for almost 60% of costs. ” One might be surprised to find a Science Team in an insurance company.

Insurance 14

Insurance Change Management Compensation Sales Management 14

Harvard Business Review

OCTOBER 1, 2014

In January 2012, AIG launched the “Science Team.” A small proportion of worker’s compensation claims account for a large proportion of complexity, contention, delay and losses for AIG: 10% of claims account for almost 60% of costs. ” One might be surprised to find a Science Team in an insurance company.

Insurance 8

Insurance Compensation Sales Management Change Management 8