LSA Global

DECEMBER 21, 2022

To meet growth targets, most sales organizations need the right combination of sales hunting and sales farming. Top sales managers understand the value of each role and structure their sales force in alignment with their unique value proposition , ideal target client profile, and sales plan.

B2B 36

B2B Sales Sales Metrics 36

Harvard Business Review

APRIL 1, 2014

A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. The merchandising force operates with an unusually high span of control of 50 merchandisers per manager.

Sales Management 9

Sales Management Sales Sales Manager 9

Harvard Business Review

JULY 23, 2012

Yet what it takes to succeed as a salesperson is very different from what it takes to succeed as a manager. Unless you select salespeople who have strong managerial tendencies, in addition to respectable sales skills, your sales management team will be average at best. MORE ON SMARTER SALES.

Sales 17

Sales Sales Manager Sales Management 17

Harvard Business Review

JUNE 22, 2018

As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too. The Pros and Cons of a Single Sales Role. Salespeople who are persistent and independent and love to network can take account acquisition roles.

Sales 15

Sales Sales Account Management Accounts 15

Harvard Business Review

APRIL 25, 2014

This level of efficiency not only reduces costs but also allows sales leaders to profitably pursue lower-margin business. Top performing sales organizations have the same percentage of sales staff in sales management roles — around 8% — as lower-performing companies. They free up their salespeople for selling.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

JULY 8, 2016

And it provides hard data on what resource allocations and which behaviors – such as collaboration between generalist and specialist reps – correlate with better sales outcomes. More than 70% of reps changed their behavior after receiving insights from the tool.

Sales 12

Sales Sales Software Sales Management 12

Harvard Business Review

AUGUST 1, 2012

In fact, there is plenty of evidence that high-performing sales people are those who listen and respond, who are flexible, and who think in terms of developing a solution to an emerging customer problem. and the U.K.

Sales 19

Sales Sales Recruitment Sales Management 19

Harvard Business Review

JANUARY 8, 2014

It goes without saying that there is a significant amount of pressure on every sales force to deliver its number. Sales management plays a crucial role in reaching that objective, but can sales performance really be managed? I mean, tactically managed? Want more sales calls each week?

Sales 10

Sales Sales Manager Sales Management 10

Harvard Business Review

NOVEMBER 4, 2013

Sales tasks. Account management, personal selling, distributor management, merchandising, sales compensation design, and numerous other sales management activities typically fall within the purview of Sales. Marketing tasks.

Sales 14

Sales Sales Marketing Implementation 14

Harvard Business Review

NOVEMBER 21, 2013

As an executive vice president for sales, I spent countless hours reviewing, examining, and analyzing the sales forecast for my company. I required the managers who reported to me to do the same. Conversations between sales leaders, sales managers, and sales staff frequently focus only on numbers: Did you make them?

Metrics 9

Metrics Sales Sales Sales Management 9

Harvard Business Review

MAY 20, 2016

direct sales, selling partners, inside sales, e-channels) or sales role (e.g. generalist, specialist, key account manager) is best suited for different customers or 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

JULY 31, 2012

A lower-growth market where the company has significant share would require "defensive farming" — that is, fewer reps, but with strong skills in account management.

Sales 15

Sales Sales B2B B2C 15

Harvard Business Review

JUNE 16, 2015

The most under-utilized lever for improving sales is the performance review. Busy sales managers tend to treat reviews as cursory, drive-by conversations that are mainly about compensation, not evaluation and development.

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. Likewise, executives are increasingly reluctant to invest in expensive field sales resources unless those resources clearly provide greater customer and company value.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

FEBRUARY 25, 2013

One pillar of Bosch Automotive Aftermarket's recent sales strategy change was to foster entrepreneurship and risk taking among Key Account Managers. KAMs simply used to do their best to execute what their managers told them, but they didn't take initiative.

Energy 10

Energy Sales Sales Sales Management 10

Harvard Business Review

MAY 31, 2016

Cheri Spets Farmer, the principal consultant at Grace Bay Group came very close to losing a valued team member when she was the general sales manager at a television station. The employee, an account manager, “contributed unique skills to the team. Case study #3: Resist the counteroffer.

Performance Review 15

Performance Review Travel Compensation Retention 15

AIHR

AUGUST 10, 2020

Accounting Job Collections of tasks, duties, and responsibilities as defined in the job description. accountant Sr. accountant Accounting manager Accounting director Role A role describes the part played by an individual employee carrying out their work. accountant Jane, Jr. accountant.

Compensation 98

Compensation Accounts Sales Sales 98

Harvard Business Review

SEPTEMBER 20, 2016

In these and many other similar (but often less high-profile) cases, much of the blame gets placed on the sales goals and incentives. Salespeople are offered a large monetary reward linked to the achievement of sales goals — goals that employees perceive as excessively high. The accounts are to be closed shortly thereafter.). (The

Sales 13

Sales Sales Banking Account Management 13

Harvard Business Review

JUNE 27, 2012

This is even more important in any kind of complex sale that requires a consultative approach. The dog-eat-dog sales management strategies of times past will not work in a down economy. In these cases, we do provide sales incentives, but not to individuals. They need to be great presenters and even better listeners.

Sales 17

Sales Sales Revenue Sales Management 17

AIHR

OCTOBER 14, 2024

An Account Specialist receives a promotion to Account Manager, but their salary remains the same (for the time being). A company posts a vacancy for a Regional Sales Manager position. It invites all eligible and interested employees to apply and compete for the promotion.

Onboarding 98

Onboarding Compensation Succession Planning Benefits 98