Harvard Business Review

DECEMBER 1, 2016

Analysts and investors track company performance against quarterly goals, so company executives push the sales team to deliver on the company’s promise to the investment community. Sales leaders divide the national sales goal among sales managers, who allocate their portion of the goal to their salespeople.

Sales 12

Sales Sales Compensation Sales Management 12

Harvard Business Review

JULY 11, 2011

Executives who receive stock options as part of their compensation have a vested interest in making their companies stronger and more competitive in the long run. What is troubling about the vast majority of sales force incentives, however, is that they are tied to short-term, individual, results-focused metrics (e.g.

Sales 14

Sales Sales Metrics Compensation 14

Harvard Business Review

JANUARY 30, 2017

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force.

Sales 15

Sales Sales Compensation Sales Management 15

Harvard Business Review

NOVEMBER 13, 2015

Some argue that having a single global plan for each sales role (e.g. the same pay mix, metrics, plan type, and payout curve in every country) is beneficial : “A global plan aligns with the needs of global customers and creates uniformly effective and fair compensation. Consider three approaches that can work.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

OCTOBER 1, 2014

The Science Team not only prepares data and builds models, but also emphasizes the identification of business opportunities and education, change management and implementation—the complete value chain from framing questions through to changing behaviors.

Insurance 14

Insurance Change Management Compensation Sales Management 14

Harvard Business Review

APRIL 12, 2018

No matter the reason for cutting sales staff, a sales force downsizing is stressful and emotionally draining. Unfortunately, too often sales forces downsize for the wrong reasons or implement the downsizing poorly. The result is a loss of key customers and good salespeople and a substantial drop in sales performance.

Sales 11

Sales Sales Revenue Implementation 11

Harvard Business Review

AUGUST 14, 2017

How much of a rep’s compensation should consist of a fixed salary and how much should be based on commission? 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. Should commissions be capped?

Sales 8

Sales Sales Compensation Sales Management 8

Harvard Business Review

AUGUST 25, 2017

But sales managers also have to take some blame. Yes, the patterns established through decades of sales behaviors are difficult to break. The answer requires support from the highest levels of the organization, but the biggest transition will be, of course, within sales. Use smarter financial incentives.

Sales 8

Sales Sales Cash Flow Compensation 8

Harvard Business Review

OCTOBER 9, 2012

Okay, let's roll out a new sales training program that teaches salespeople how to be more customer-focused. Is sales growth lagging? Let's implement a more aggressive incentive plan to motivate the sales force. Is sales productivity decreasing? Is customer retention declining?

Sales 8

Sales Sales Retention Performance Management 8

Harvard Business Review

OCTOBER 1, 2014

The Science Team not only prepares data and builds models, but also emphasizes the identification of business opportunities and education, change management and implementation—the complete value chain from framing questions through to changing behaviors.

Insurance 8

Insurance Compensation Sales Management Change Management 8

Harvard Business Review

JANUARY 28, 2015

This as approach helps both CMO and COO become invested in the successful implementation of the plan. In fact, between 30 and 50 percent of their bonus compensation is based on reaching their joint targets. When sales managers saw a rush of customers, they could put more people on the front desk.

Operations 12

Operations Metrics Onboarding Sales 12

AIHR

AUGUST 10, 2020

A good job classification leads to fair, equitable, and consistent compensation ensures that senior jobs have higher requirements in terms of performance and capabilities, and enables succession planning to more senior roles. This means that changing responsibilities in job content are not implemented in the system.

Compensation 98

Compensation Accounts Sales Sales 98

AIHR

DECEMBER 20, 2022

Determine the content of a job and its value to the company to offer fair compensation packages. Assess risks associated with a job and implement safety measures to avoid safety violations. Plan and conduct more effective performance reviews based on a good understanding of the duties and nature of the job. Red Clover HR.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

Harvard Business Review

SEPTEMBER 29, 2014

Some will remember or hear stories of failed projects – big investments to give salespeople tablet computers, to develop data warehouses, and implement CRM systems that ended up racking up huge costs, while generating little value for customers and salespeople. Helping sales managers. Consider a few examples.

Sales 14

Sales Sales Sales Management Accounts 14