Harvard Business Review

JANUARY 8, 2014

It goes without saying that there is a significant amount of pressure on every sales force to deliver its number. Sales management plays a crucial role in reaching that objective, but can sales performance really be managed? I mean, tactically managed? Want more sales calls each week?

Sales 10

Sales Sales Manager Sales Management 10

Harvard Business Review

JULY 8, 2016

The tool showed individual sales reps how they performed on the desired behaviors, and provided targeted coaching to improve performance in areas where they were behind their peers. There are dozens of others, as well a vastly broader suite of tools that help optimize compensation, integrated planning, and other sales force management tasks.

Sales 12

Sales Sales Software Sales Management 12

Harvard Business Review

MARCH 13, 2017

For sales and business development, this is an invaluable tool. A sales manager of a major services corporation, for example, may want to know which employees have the strongest relationships with executives at a client prior to visiting them and who best understands the subject of the meeting.

Government 13

Government Compliance Sales Sales 13

Harvard Business Review

NOVEMBER 13, 2015

The initiative helped GE businesses worldwide to assess sales incentive plan effectiveness, improve alignment with pay for performance, evaluate the strength of payout controls, and implement plan change. With increased sales force confidence in the new system, almost all of the shadow accounting stopped. Centralize Administration.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

APRIL 10, 2013

By walking relationship managers through the profile creation process, explaining compliance considerations, and establishing baseline business rules, organizations like Thrivent are able to balance encouraging an authentic, human voice for each rep while aligning with corporate guidelines.

Sales 8

Sales Sales B2C B2B 8

Harvard Business Review

SEPTEMBER 20, 2016

In these and many other similar (but often less high-profile) cases, much of the blame gets placed on the sales goals and incentives. Salespeople are offered a large monetary reward linked to the achievement of sales goals — goals that employees perceive as excessively high.

Sales 13

Sales Sales Banking Account Management 13

AIHR

DECEMBER 20, 2022

The task inventory is often created based on input from expert panels, the people working in the job themselves, and their managers. The task inventory is most effective for creating job descriptions, job classifications, worker training, and checking compliance with legal requirements. Functional job analysis (FJA).

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

AIHR

OCTOBER 14, 2024

A company posts a vacancy for a Regional Sales Manager position. Closed HR and management select eligible employees they’re considering for a promotion, without announcing it to the rest of the organization. It invites all eligible and interested employees to apply and compete for the promotion.

Onboarding 98

Onboarding Compensation Succession Planning Benefits 98

Chris LoCutro

MARCH 4, 2025

And how can you approach it in a way that leads to real changenot just temporary compliance? Like, if it's a sales manager who's unaware that they're not coaching their team effectively because they're too focused on numbers, we see that a lot. So ask yourself: Who on your team needs this conversation today? Now go take action.

Accounts 52

Accounts Operations Compliance Sales Management 52

Harvard Business Review

OCTOBER 28, 2015

With these checklists, mystery shoppers measure compliance to a set of standards related to physical attributes and service delivery. Someone in the luxury car business could apply the same principle to seeing what really goes on in the showroom, or in the sales manager’s office.

Hospitality 15

Hospitality Media Travel Transportation 15