AIHR

MAY 19, 2021

Hierarchies organized themselves primarily along functional areas such as Sales, Marketing, or Human Resources. In the beginning, they separated into management, clerical, and production groups. Sales managers in businesses like auto dealerships can develop strong relationships with customers by providing a personalized touch.

Operations 97

Operations Digital Transformation Project Management Marketing 97

Harvard Business Review

DECEMBER 22, 2014

On January 26, 2015, President Obama will become the first sitting U.S. Boeing India’s Dennis Swanson told Business Week that he expects to sign a new strategic partnership with an Indian company in 2015. At the same time Amway and L’Oreal thrived in the same market and personal care sales boomed across most of India.

Cash Flow 15

Cash Flow Government Sales Sales 15

Harvard Business Review

JUNE 16, 2015

In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. A confusion between efficiency and optimization plagues many sales efforts. Companies will spend about $30 billion on CRM alone by the end of 2015, according to Gartner.

Sales 14

Sales Sales Strategic Planning KPI 14

Harvard Business Review

JULY 29, 2013

The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. Mike, can you give us some examples of companies that are shifting resources into inside sales? Yes absolutely, over the last several years B2B companies have been ramping up their inside sales investment.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

AUGUST 14, 2017

While past quantitative research has investigated some of these issues, in our recent study we focused on an under-researched aspect of salesforce compensation: sales quotas. For the remainder of the stores, a daily quota (more temporally frequent) plan was implemented for the entire month of May 2015.

Sales 8

Sales Sales Compensation Sales Management 8

Harvard Business Review

FEBRUARY 28, 2018

My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. It offered a competitive salary and extensive training, and it could point to several minority leaders in management. representation in non-management professionals.

Diversity 13

Diversity Metrics Benchmarking Government 13

Harvard Business Review

JANUARY 5, 2018

Although long ignored, these middle management positions have become increasingly recognized as critical to executing a company’s strategy. In sales-driven companies (think pharmaceuticals and industrial equipment), they are often field sales managers who direct dozens of salespeople in the highest-volume regions.

Retention 8

Retention Human Resources Compensation Sales 8