15Five

DECEMBER 8, 2020

This will help you with everything from goal setting to compensation decisions and performance reviews.” ” Aligning coaching styles to employee preferences. • “As a sales manager, I often made the mistake of joining customer calls and acting in place of the account executive on my team.

Manager 122

Manager Performance Review Sales Management Compensation 122

AIHR

JULY 6, 2023

Clearly listing and defining key responsibilities within a job role streamlines processes and ensures that all essential roles and responsibilities are performed efficiently. Employees are also aware of what is expected of them, facilitating accountability and performance tracking.

Sales 98

Sales Sales Software Sales Management 98

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

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

NOVEMBER 22, 2011

The brokers would sell life insurance to brokerage account customers, and the insurers would sell brokerage accounts to life insurance customers. Most companies incentivize silo work; you are mainly rewarded for the work you perform in your department, function, division, or territory.

Insurance 15

Insurance Banking Engineering 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. Keep in mind: Customers’ buying processes have no interest in accommodating your planning process, so sales must respond account by account.

Sales 14

Sales Sales Strategic Planning KPI 14

Harvard Business Review

JUNE 12, 2017

This allows its wholesalers to record their practice pitches and share them with their regional sales managers (RSMs), who give feedback from their mobile devices when and where reps need it. Regional sales managers then select the best videos and use them as examples of engaging sales presentations.

Sales 14

Sales Sales Sales Management Insurance 14