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. It encourages customer focus and accountability. You directly control sales effort allocation.

Sales 14

Sales Sales Account Management Accounts 14

Harvard Business Review

AUGUST 22, 2017

Selling is a performance art, and “making the number” should be the goal of any sales organization, but a closed deal is an outcome and a lagging indicator; it can’t be used by the salesperson or sales manager to improve future outcomes. Make Performance Reviews Count.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

SEPTEMBER 8, 2014

But far fewer understand and operationalize the core sales factors that materially affect each value creation lever. Hence, the customer-selection criteria of sales managers, and call patterns of sales reps, directly impact the first value-creation lever: which projects the firm invests in.

Sales 14

Sales Sales Accounts Payable Assets 14

Harvard Business Review

APRIL 5, 2012

If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory. A regional sales director says: "The Pittsburgh territory is vacant again. Sales force deployment.

Sales 10

Sales Sales Sales Management Accounts 10

Harvard Business Review

JUNE 11, 2013

Future potential is more opaque, but is usually assessed by managers through the performance management and review process. Salespeople who depart will fall into one of the following three performance segments. You''ll want to implement different solutions, depending on which segments account for high levels of turnover.

Sales 13

Sales Sales Sales Management Implementation 13

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

FEBRUARY 15, 2016

” Coaching, performance management, and sales goals reinforce communication, while metrics track performance: “What gets measured gets done.” First-line sales managers also helped boost motivation by encouraging salespeople and recognizing their successes.

Sales 14

Sales Sales Reorganization Metrics 14

Harvard Business Review

OCTOBER 9, 2012

Size the sales organization at a profitable investment level that provides ideal customer coverage. Define a sales structure and sales roles that enable effectiveness (high sales for the effort) as well as efficiency (low cost for the effort). Create and sustain a sales culture of accountability, achievement and ethics.

Sales 8

Sales Sales Retention Performance Management 8

Harvard Business Review

MAY 31, 2016

“Whether or not the employee ends up taking the other offer, this is a rich opportunity,” says Dick Grote performance management consultant and author of the HBR Tools on Goal Setting and Performance Reviews. The employee, an account manager, “contributed unique skills to the team.

Performance Review 15

Performance Review Travel Compensation Retention 15

Harvard Business Review

SEPTEMBER 20, 2016

The settlement stems from the bank’s employees allegedly opening more than 2 million bank and credit card accounts without customers’ permission. The CEO of Wells Fargo, John Stumpf, apologized in front of a congressional panel Tuesday , saying in a statement , “I accept full responsibility for all unethical sales practices.”

Sales 13

Sales Sales Banking Account Management 13

AIHR

DECEMBER 20, 2022

It helps draft better job descriptions and develop effective training and development programs, leads to a safer work environment and more effective workforce planning, and is pivotal in performance management. Job analysis touches multiple key HR functions, so you must conduct it effectively to collect accurate and reliable data.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

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. Dry The employee takes on more responsibilities or more senior job title, but without additional pay or benefits.

Onboarding 98

Onboarding Compensation Succession Planning Benefits 98

Harvard Business Review

SEPTEMBER 29, 2014

What really matters is how technology, data, and analytics can help salespeople, sales managers, and leaders improve fundamental sales force decisions and processes. Consider account targeting. Closing the loop by providing an assessment of how effective account targeting was so as to inform better future decisions.

Sales 14

Sales Sales Sales Management Accounts 14