Eric Jacobsen Blog

MAY 27, 2014

Findings from Deloitte Consulting , as highlighted in its infographic advertisement in the March 2014 issue of The Atlantic magazine caught my attention the other day. Revenue Before Cost - Higher revenue is worth more than lower cost. Eric Jacobson on Leadership and Management Exceptional Companies Leadership Sales'

Advertising 51

Advertising Revenue Sales Sales 51

Chief Executive

DECEMBER 2, 2022

In 2014, I began consulting HR executives and became incredibly intrigued by this world. This was modeled after sales forecasting best practices; and, in our first quarter of implementing this, we achieved our hiring plan goals for the first time in company history.

Balance Sheet 98

Balance Sheet Retention Metrics Recruitment 98

Chief Executive

NOVEMBER 21, 2022

Since 1976, Jack Henry, an S&P 500 company with annual revenues around $2 billion, has been the backstage technology solutions provider for small to mid-sized banks and credit unions around the country. You have this great example of a company that did that, they just happened to be in the Midwest and did a lot of credit for RV sales.

Banking 98

Banking Workflows Onboarding Marketing 98

Walk Me

MAY 8, 2023

That might include communications techniques, sales, performance management, and customer services. But it is often difficult to see the connections between training activities and higher revenues. However, for an effective learning culture, line Managers and CEOs must all be ready to support investment in training.

ROI 52

ROI Human Resources Inclusion Diversity 52

Harvard Business Review

DECEMBER 9, 2013

Sales is both an art and a science. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.

Sales 14

Sales Sales Metrics Telecommunications 14

Harvard Business Review

JANUARY 20, 2015

What separates high-performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. High-performing sales organizations employ a more structured sales process.

Sales 15

Sales Sales Revenue Sales Management 15

AIHR

JULY 14, 2021

They discovered that 10% of their 700 branches accounted for 41% of all turnover for one key revenue-producing role, which enabled them to target their action at the problematic branches. This intervention led to a 5% increase in productivity and a 7% growth in sales as a result of better customer service from retail associates.

Banking 59

Banking Digital Transformation Metrics Operations 59

Harvard Business Review

JULY 20, 2015

For example: Increase gross sales by 5%. Decrease administrative costs as a percentage of revenue by 3 points. How can you generate more revenue? Will you need more sales representatives? Let’s suppose you think sales will rise by 10% in the coming year if you add two more people to your unit.

Sales 14

Sales Sales Revenue Travel 14

Harvard Business Review

JULY 2, 2014

Managers typically use breakeven analysis to set a price to understand the economic impact of various price- and sales-volume scenario. Put the Revenue per Unit Sold slider ( r ) at $75, Variable Cost per Unit Sold ( v ) slider at $50, the Fixed Costs ( C ) slider at $25,500 and set the actual output at 0. Pricing matters.

Variable Costs 18

Variable Costs Fixed Costs Sales Sales 18

Harvard Business Review

SEPTEMBER 19, 2016

One day in December 2014, Sergey, the Russia general manager for a multinational consumer goods company, was up early in the morning, watching the ruble’s value slide by the minute. of those in these markets said that currency volatility posed the greatest material risk to their pricing strategy during 2014 and 2015.

Marketing 13

Marketing Revenue Sales Sales 13

Harvard Business Review

OCTOBER 27, 2015

In 2014, Atrion — a privately owned Technology Services company based in Warwick, RI — had a problem. Founded in 1987, its core business had traditionally been the sale, installation and ongoing support of IT infrastructure technology, the source of 80 percent of its revenue.

Marketing 15

Marketing Revenue Sales Sales 15

Harvard Business Review

AUGUST 25, 2017

Ask any organization what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. Sales teams are closing deals, at all costs. million sales transactions from the anonymized data of 151 U.S. companies over nine consecutive quarters (Q1 2014 through Q1 2016).

Sales 8

Sales Sales Cash Flow Compensation 8

Harvard Business Review

MARCH 6, 2015

More than half of Google’s revenue (57%) now comes from outside the United States. Apple has a similar split , with 60% of its 2014 fourth-quarter revenue accounted for by international markets. What percentage of your sales team? By customer base? They value the opportunity. They put the customer first.

Revenue 15

Revenue SaaS Software Marketing 15

Harvard Business Review

NOVEMBER 4, 2015

It’s why brands invest heavily in marketing, pricing strategies, and store positioning to raise awareness, encourage engagement, and drive sales. Overall, over 20,000 app developers and companies will have made over $100,000 in revenues — or $8,333 per month — from their apps in 2015. million apps as of July 2015.

Advertising 14

Advertising Revenue Sales Sales 14

Harvard Business Review

MARCH 31, 2015

Yet, after sales force costs, events are the biggest line item in many marketing budgets, especially for B2B firms. The Dreamforce 2014 homepage had a calculator that provided users with the projected ROI that their respective companies would gain from their presence at the conference.

ROI 14

ROI Sales Sales Revenue 14

Harvard Business Review

JULY 15, 2014

If you’ve ever run a business (or even just been a customer yourself), then you know that some customers provide more revenue (and incur fewer costs) than others. When you calculate a CLV, you assume an average annual revenue from a customer for a certain number of years. Not all customers are created equal. So what exactly is CLV?

Retention 14

Retention Revenue Marketing Small Business 14

Harvard Business Review

JANUARY 21, 2014

Generating over $80 billion in sales in 2013, Amazon’s business model, with its ability to capture growth through disruption of retail stores, has proven to be very successful. One the most interesting challenges that 2014 is going to bring is the IPO of Alibaba in the United States. Amazon’s business model is based on three pillars.

Advertising 11

Advertising Revenue Sales Sales 11

Harvard Business Review

SEPTEMBER 24, 2015

A 2014 IMF study illustrates that extreme inequality is self-defeating as it slows down economic growth and insights from behavioral economics show that it damages employee morale and productivity, while large executive bonuses have presented PR nightmares for the companies that award them. isn’t one of those markets.

Employee Engagement 15

Employee Engagement Revenue Scaling Marketing 15

Harvard Business Review

JANUARY 14, 2015

Then, between 2004 and 2014, Nordstrom made an extraordinary series of investments, each aimed squarely at that same purpose of providing a fabulous customer experience. First came a new point-of-sale system that included personal book software so that salespeople could track individual customer requests and needs online.

Sales 15

Sales Sales Engineering Revenue 15

Harvard Business Review

NOVEMBER 19, 2015

A recent survey of 22 Latin America-focused executives conducted by my firm, Frontier Strategy Group , found that, on average, corporate sales performance in Brazil declined by 6% in USD between 2014 and 2015—and the near-term future does not look any brighter. By 2014, target price to EBITDA ratios had already fallen to 6.9

Government 15

Government Sales Sales Marketing 15

Harvard Business Review

JUNE 17, 2014

Most people think Amazon has the upper hand, since books not available there are almost invisible, and since Amazon’s book business is just a fraction of its overall revenue. Indeed, Walmart reports book sales increased 70% since the Amazon-Hachette dispute began. Think about it.

Sales 13

Sales Sales Travel Engineering 13

Harvard Business Review

JUNE 9, 2016

Consider these three examples: In 2014 the US healthcare retailer CVS decided to stop selling cigarettes, at an estimated cost of $2 billion, due to it being “the right thing for us to do for our customers and our company to help people on their path to better health,” according to Larry Merlo, CEO. Insight Center.

Revenue 14

Revenue Sales Sales Diversity 14

Harvard Business Review

AUGUST 16, 2017

These include offering a more expensive product whose superiority shifts consumer buying patterns, a “blue ocean” alternative that redefines consumer expectations to create new market space, and a long period of growing revenue but shrinking profits that lead to industry collapse and reincarnation based on a new value proposition.

Transportation 15

Transportation Sales Sales Revenue 15

Harvard Business Review

JUNE 29, 2015

This includes cutting unnecessary costs—but it also means finding ways to increase revenue. Amess, Stiebale, and Wright gathered information from three different databases—one on firm characteristics like sales and industry type, one on LBO deals, and one on patent applications and citations.

Revenue 14

Revenue ROI Sales Sales 14

Harvard Business Review

JUNE 23, 2015

Album sales are down 14%, single downloads are down 11%, and only the streaming services are up, 28%. So we parted ways with our outside management agency in late 2014 and we brought all core business operations in-house. ” The move allowed us to venture freely into diversified revenue models to complement our music sales. .”

Media 15

Media Marketing Revenue Operations 15

Harvard Business Review

AUGUST 4, 2015

But purchase intent does not always translate to real sales, and companies have often struggled to make sustainable products more mainstream. ” The numbers bear this out: Within Target’s “naturals and organics” category, sales grew 17% last year, four times faster than its total grocery sales.

Sales 14

Sales Sales Operations Scaling 14

Harvard Business Review

MAY 23, 2016

adults shopped online at least monthly, with 1/3 of adults shopping online every week, up from 24% in 2014 (Mintel). First, there’s the risk of having too much of your revenue coming from a platform you don’t control. For every 100 ms of improvement, they grew incremental revenue by up to 1% (Source: Global Dots ).

User Experience 13

User Experience Sales Sales Scaling 13

Harvard Business Review

JULY 2, 2014

Managers typically use breakeven analysis to set a price to understand the economic impact of various price- and sales-volume scenario. Put the Revenue per Unit Sold slider ( r ) at $75, Variable Cost per Unit Sold ( v ) slider at $50, the Fixed Costs ( C ) slider at $25,500 and set the actual output at 0. Pricing matters.

Variable Costs 10

Variable Costs Fixed Costs Sales Sales 10

Harvard Business Review

JULY 3, 2015

Our research indicates that companies that make their customers partners, and share the value created, lead the pack on revenue growth, profit margins, capital efficiency, and enterprise value. Example: Ann just switched to a new CRM platform and has heard from the sales team that it saves time and increases conversion.

Assets 15

Assets Revenue Software Hospitality 15

Harvard Business Review

OCTOBER 19, 2016

While these numbers indicate an underlying issue with all new product development, there’s more at stake with premium products because of their higher revenue potential. This new product line generated $104 million in sales during its first year. The product exceeded €10 million in first-year sales.

Marketing 13

Marketing Sales Sales Revenue 13

Harvard Business Review

OCTOBER 21, 2016

Of the respondents, 72% said that climate change presents risks that could significantly impact their operations, revenue, or expenditures. By the end of 2014, they had improved fuel efficiency approximately 87% compared to the 2005 baseline. In its survey of over 200 institutional investors, 59.1% Some 62.4%

Assets 15

Assets Operations Revenue Energy 15

Harvard Business Review

JULY 22, 2015

It’s difficult to fathom how Jet (a company with no revenue and $225 million of raised capital) and its partner retailers will be in a position to negotiate lower product prices or achieve cost efficiencies compared to rival powerhouses such as Amazon and Wal-Mart. As a result, Costco’s prices are noticeably lower to consumers.

Revenue 12

Revenue Operations Media Sales 12

Harvard Business Review

FEBRUARY 24, 2015

A detailed roadmap should outline how it will become autonomous in terms of revenues and/or access to central services. In parallel, it reduced its fixed costs by restructuring its industrial footprint and overhead structure; increasing sales, marketing, and R&D expenditures in targeted areas; and dramatically reducing working capital.

Assets 11

Assets Revenue Energy Fixed Costs 11

Harvard Business Review

SEPTEMBER 9, 2014

72% of all new products don’t meet their revenue targets. The 2014 survey polled approximately 1,600 executives and managers from over 40 countries and across a range of industries. When there are lots of companies whose goals are to go for high [sales] volume and high market share, that creates a price war.

B2B 14

B2B Marketing Revenue Engineering 14

Harvard Business Review

JUNE 25, 2015

Historically, best practices on hiring, manufacturing, and sales all emerge when talking to someone else who has sat in the trenches. A fast-growing company might have just $5 million in revenue – a drop in the bucket for a global corporation. In 2012, Tesla had just over $400 million in revenue.

Software 14

Software Digital Transformation Revenue Scaling 14

Harvard Business Review

DECEMBER 2, 2013

That digital revenues have been growing 15% year over year, and will surpass print ad revenue in 2014. That print revenues have declined, with the magazine 9.2% That nymag.com grew its traffic 19 percent in the last 8 months. down in ad pages since last year.

Media 13

Media Advertising Revenue Engineering 13

Harvard Business Review

MAY 24, 2016

Between 65% and 75% miss their revenue or profit goals, depending on whose research you look at. But they don’t do nearly as well as they could, leaving big revenue and profit on the table. The product, owned by Germany’s Brandstatter Group, generated 90% of the firm’s $696 million in sales last year.

Sales 11

Sales Sales B2B Engineering 11