Eric Jacobsen Blog

FEBRUARY 14, 2016

You'll find this list of the ten most common mistakes made by sales managers toward the very end of Kevin Davis ' latest book about how to sync your sales approach with your customer's buying process : Failing to shift from "super salesperson" mode to managerial mindset. Fighting fires continually.

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Sales Management Sales Sales Manager 40

LSA Global

JANUARY 10, 2018

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. Why Sales Coaching Matters.

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Sales Management Sales Sales Manager 32

Eric Jacobsen Blog

FEBRUARY 2, 2016

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the new book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 53

Eric Jacobsen Blog

MARCH 28, 2021

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 52

Eric Jacobsen Blog

NOVEMBER 12, 2013

A Conversation with BRIAN TRACY About UNLIMITED SALES SUCCESS Question : Why are some salespeople more successful than others? Question : What exactly do you mean by "hard, hard work" in sales? The most important determinant of sales success in any field, in any economy, in any market, with any product or service, is self-confidence.

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Sales Sales Sales Management Education 58

Eric Jacobsen Blog

JUNE 16, 2015

A Conversation with BRIAN TRACY About UNLIMITED SALES SUCCESS Question : Why are some salespeople more successful than others? Question : What exactly do you mean by "hard, hard work" in sales? The most important determinant of sales success in any field, in any economy, in any market, with any product or service, is self-confidence.

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Sales Sales Education Benefits 64

Eric Jacobsen Blog

OCTOBER 27, 2020

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 52

Kevin Eikenberry

FEBRUARY 3, 2013

That wasn’t the case for the lead character in this book. Stu was a Sales Manager who, among other things, was clueless about [.]. By Rick Bommelje Listening is one of the most important skills we can develop in our lives. Most would agree with that statement, yet most would agree they could be better listeners.

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Sales Management Sales Sales Manager 74

15Five

DECEMBER 8, 2020

” 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. When Baili isn’t writing, you can find her binge-reading a new book or strategizing ways to pet every dog in San Francisco.

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Manager Performance Review Sales Management Compensation 122

Eric Jacobsen Blog

FEBRUARY 21, 2014

When you start reading Mark Thompson’s and Brian Tracy’s book, Now…Build a Great Business! , The book thoroughly explains the seven keys for how to achieve business success : 1. Perfect a great sales process 7. Brian Tracy Business Success Eric Jacobson on Leadership and Management Leadership Books Sales Sales Management'

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Sales Management Sales Sales Strategic Planning 53

Eric Jacobsen Blog

AUGUST 25, 2017

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 40

Kevin Eikenberry

JANUARY 8, 2011

… Like I said, I will know more after I read the book, but I believe the concept of price, as laid out here is worth us considering deeply as a leader. If you buy and read the book, let me know – we can share notes here. Read the rest of Daniel’s post here. Do You Really Need a Meeting to Make a Decision?

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Leadership Development Media Sales Sales 74

Eric Jacobsen Blog

JANUARY 19, 2014

Question: What is your favorite leadership book and why is it your favorite? Eric Jacobson on Leadership and Management Leadership Sales Sales Management' This past week, Michael shared with me his insights about leadership, challenges faced by leader,s and what it means to be a leader.

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Sales Management Sales Sales Revenue 75

Kevin Eikenberry

MARCH 13, 2016

By Tim Sanders Making sales, especially in the B2B environment, is tougher and more complex than ever. That is the opening salvo from Tim Sanders in his new book. If you are involved in B2B sales at all, you would certainly agree with that assertion. In this book, Sanders takes that fact and does two […].

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Sales Sales B2B Sales Management 40

Eric Jacobsen Blog

NOVEMBER 18, 2013

As a sales leader, it''s important that you analyze your current customers to help you identify the best places to focus your energies for finding new customers. That''s the advice of Brian Tracy in his new book, Unlimited Sales Success. What weaknesses do customers perceive in your product or service offering?

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Sales Sales Sales Management Energy 45

15Five

APRIL 25, 2018

Real-time feedback, along with coaching and guidance can actually influence future employee performance instead of criticizing what has already occurred. ” 4) Increase Employee Engagement by 300% With This Daily Practice.

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Performance Review Software Performance Management Sales 76

Walk Me

AUGUST 9, 2021

Greenleaf after he read an essay by Herman Hesse’s book, Journey to the East. In that book, the main character was one of a number of servants – but when he disappeared one day, the other servants realized that they had not lost another servant, but their unspoken leader. The idea of servant leadership was formulated by Robert K.

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Digital Transformation Sales Management Government Scaling 64

Harvard Business Review

JUNE 6, 2025

He is a coauthor of the HBR Sales Management Handbook. Arun Shastri is a leader of the artificial intelligence practice at ZS, a global professional-services firm, and teaches sales executives at Northwestern’s Kellogg School of Management. He is a coauthor of the HBR Sales Management Handbook.

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Sales Sales Marketing Sales Management 14

Zenefits

FEBRUARY 7, 2023

Sales incentive A company’s sales teams may receive the most opportunities for incentive compensation. In addition to salary and commissions, individual and sales team incentives may be offered as part of the total sales compensation plan. These are most effective when paid at intervals on a sliding scale.

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Compensation Sales Sales Retention 52

Eric Jacobsen Blog

MAY 7, 2018

“Today’s savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors,” explain the authors of the new book, Stop Selling And Start Leading: How to Make Extraordinary Sales Happen. They can fit inside an established sales process. And, in a manner fitting for today’s buyer.

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Sales Sales Sales Management Manager 40

Chief Executive

FEBRUARY 24, 2023

That means your organization may want to consider the value of investing in a managed travel program. One of the reasons managed travel grew 25.6% One of the reasons managed travel grew 25.6% That’s a huge expectation—and one that eats up a lot of HR time.

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Travel Manager Accounts Sales Management 52

Harvard Business Review

JULY 10, 2012

One place they need to look is in their own sales organizations. In writing the book Sales Growth , we've found that CEOs who put sales management at the heart of their agenda have captured astonishing growth — outstripping their peers by 50 to 80 percent in terms of revenue and profitability.

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Sales Sales Revenue Operations 17

Harvard Business Review

JULY 30, 2018

Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation.

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Sales Sales Revenue Sales Management 14

Harvard Business Review

NOVEMBER 4, 2013

Sales teams and marketing teams pursue a common objective: create customer value and drive company results. But sales and marketing don’t always get along. Some tension between sales and marketing is healthy and productive. Sales-marketing tension can stem from differences in marketers’ and sellers’ perspectives.

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Sales Sales Marketing Implementation 14

Harvard Business Review

JULY 11, 2011

A distribution company pays its salespeople entirely though commissions on sales. Salespeople keep their accounts permanently after making a sale. Yet as market growth slows, the company can't attract and retain new salespeople because it's too hard to build a sufficient book of business to earn a living.

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Sales Sales Metrics Compensation 15

Eric Jacobsen Blog

AUGUST 16, 2020

How To Become A Rainmaker is a quick, instructional book that reveals the rules for getting and keeping customers and clients. One of the real gems in the book is Fox’s The Rainmaker’s Credo , which includes: Cherish customers at all times. Written by Jeffrey J.

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Sales Management Sales Sales Manager 52

Vantage Circle

DECEMBER 14, 2022

There's a reason why coloring books and pottery classes are all the rage now. It could be your company culture, music, movies, science, books, festivals, and anything that interests your teams. For instance, 'X,' a content marketer of your team, may choose to switch the role with 'Y,' a brand sales manager.

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Media Employee Engagement Diversity Marketing 103

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?

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Metrics Sales Sales Sales Management 9

Harvard Business Review

DECEMBER 20, 2018

Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. CRMs today also serve a lot of masters, from executives in the C-suite, technology, marketing, finance, and, oh yeah, sales. And the sales team — well, they mostly hated it.

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Sales Sales Revenue Metrics 15

Peter Winick

AUGUST 21, 2023

You write books, travel for keynote speaking, network with other experts and create lots of content. He shares how a book can become the gateway to your larger ecosystem. He shares how a book can become the gateway to your larger ecosystem. Three Key Takeaways: It is really hard to write a book. This is Peter Winick.

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Harvard Business Review

NOVEMBER 22, 2011

And as I discuss in my book, Collaboration , setting a compelling, unifying goal can be a potent lever for managers to get people to work together across silos in a company. For example, in a global bank* I studied, the common goal was to grow combined sales to a specific customer segment by 40% over two years.

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Insurance Banking Engineering Sales 15

Harvard Business Review

OCTOBER 23, 2013

Getting them to market demands more than corporate systems can handle, so they must beg for IT upgrades, recruit and budget themselves, and even take on sales responsibilities to explain innovations to customers — which adds to the workload. As my HBS colleague Michael Norton shows in his book Happy Money , giving to others boosts happiness.

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Compensation Human Resources Sales Sales 15

Harvard Business Review

NOVEMBER 4, 2015

Redman offers this example scenario: Suppose you’re a sales manager trying to predict next month’s numbers. Perhaps people in your organization even have a theory about what will have the biggest effect on sales. ” “Six weeks after the competitor’s promotion, sales jump.” Add to Cart.

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Sales Sales Travel Manager 15

Harvard Business Review

NOVEMBER 17, 2017

Even the best sales forces can’t keep every good salesperson. Poaching of salespeople also occurs when sales are driven largely by relationships. Poaching of salespeople also occurs when sales are driven largely by relationships. Managing the Withdrawal Period. First-line sales managers are critical to this effort.

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Sales Sales Sales Management Recruitment 8

Harvard Business Review

MAY 21, 2015

Innovative Teams (20-Minute Manager Series). Organizational Development Book. The sales manager who is interested in art history may be your best big-picture thinker. The sound engineer who used to work as a stage director might bring expertise to the management of the creative process. Excerpted from. Add to Cart.

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Diversity Organizational Development Sales Management Engineering 15

Harvard Business Review

MARCH 8, 2018

You’ve probably encountered managers you admire more for their technical skills than for their actual leadership skills. The Peter Principle, laid out in a 1969 book by Dr. Laurence J. Armed with these data, we asked: Do organizations really pass over the best potential managers by promoting the best individual contributors?

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Sales Sales Sales Management Engineering 8

Harvard Business Review

APRIL 8, 2015

The next step, as I describe in my book Critical Knowledge Transfer, is to identify opportunities to experience in some limited fashion, the environments, situations or roles that have made the expert so valuable to the organization. Seek mini-experiences.

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Sales Management Sales Sales Manager 15