Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

JULY 8, 2016

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Now a new breed of software applications is reshaping sales force management. Insight Center.

Sales 12

Sales Sales Software Sales Management 12

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? Our research suggests that it can… sort of.

Sales 10

Sales Sales Manager Sales Management 10

Harvard Business Review

NOVEMBER 13, 2015

One of the big challenges for the people leading global sales organizations is figuring out the right way to set pay for for salespeople who work in vastly different countries and markets. Some argue that having a single global plan for each sales role (e.g. Some argue that having a single global plan for each sales role (e.g.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

APRIL 10, 2013

Although many companies started with social media monitoring and customer service, it''s exciting now to see a growing number go beyond the reactive and harness Facebook, LinkedIn, and Twitter for sales and customer engagement and service. Creating a profile on LinkedIn or Facebook is only part of the equation.

Sales 8

Sales Sales B2C B2B 8

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

SEPTEMBER 20, 2016

The CEO of Wells Fargo, John Stumpf, apologized in front of a congressional panel Tuesday , saying in a statement , “I accept full responsibility for all unethical sales practices.” ” That speaks to why they did this in the first place: To meet sales quotas and earn incentives. Will eliminating sales goals do it?

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. Sales job analysis example.

Job Analysis 98

Job Analysis Sales Sales Recruitment 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