Harvard Business Review

AUGUST 22, 2017

Deconstruct Your Sales Funnel. In order to improve sales outcomes and clarify the relevant sales KPIs in your business, you need to deconstruct your sales funnel. If salespeople are behind on a key indicator, for example, they and their managers can change behavior to increase the probability of success.

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Metrics Sales Sales Sales Funnel 14

Harvard Business Review

DECEMBER 15, 2015

Either directly in meetings or implicitly in their compensation plans, they basically tell their sales forces to “Go forth and multiply!” It changed its sales compensation incentives from revenue bookings to commission payments tied to margins, service mix, and duration of subscription agreement.

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Sales Sales Hospitality Accounts Payable 14

Harvard Business Review

MAY 14, 2014

I suggested we each learn more about each other’s part of the sales funnel,” he says, but the effort went nowhere. Ultimately, Mark had to “completely reengineer” his process to compensate for Dennis’s inefficiencies. He tried again, telling Dennis that he was hurting other teams down the line. “I

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Sales Funnel Workflows Sales Sales 15