Compensation, KPI and Sales Management

4 Ways to Build a Productive Sales Culture

Harvard Business Review

JUNE 16, 2015

A confusion between efficiency and optimization plagues many sales efforts. If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. You won’t allocate sales resources optimally. Performance reviews.

Sales

Sales Sales Strategic Planning KPI

8 Reasons Companies Don’t Capture More Value

Harvard Business Review

APRIL 8, 2015

Their innovation efforts tend to be focused wholly on the creation of new value; meanwhile, the question of how exactly they will be compensated for it usually goes unexamined. One typical reason is that top executives haven’t managed to clarify something even more fundamental: how much priority they place on increasing profit margins.

Revenue

Revenue KPI Sales Sales

OrgDev Digest

4 Ways to Build a Productive Sales Culture

8 Reasons Companies Don’t Capture More Value

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