AIHR

FEBRUARY 26, 2024

Cultural fit should be about shared values and commitment to the company’s goals, not about creating a homogenous group that excludes diverse perspectives and potential. But remember to balance cultural fit with diversity for optimal hiring. However, your approach must be intentional.

Recruitment 69

Recruitment Diversity Manager Sales 69

Harvard Business Review

SEPTEMBER 11, 2015

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. The best sales leaders are target and deadline driven. Target fixation.

Sales 15

Sales Sales Sales Management Revenue 15

Harvard Business Review

SEPTEMBER 12, 2011

Salespeople disengage, and sales come in even lower than they would have been had goals been set at a reasonable level. Higher sales goals lead to lower sales. Especially in today's economic doldrums, we often see company-level sales goals based on wishful thinking rather than on market realities.

Sales 15

Sales Sales Sales Management Marketing 15

Harvard Business Review

DECEMBER 29, 2014

According to “Spin Selling” author Neil Rackham, when Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. •Evaluate sales force strategies, plans, goals, and objectives.

Sales 14

Sales Sales Compensation Diversity 14

Harvard Business Review

NOVEMBER 4, 2013

Sales teams and marketing teams pursue a common objective: create customer value and drive company results. But sales and marketing don’t always get along. Some tension between sales and marketing is healthy and productive. Sales-marketing tension can stem from differences in marketers’ and sellers’ perspectives.

Sales 14

Sales Sales Marketing Implementation 14

Harvard Business Review

AUGUST 9, 2012

You've heard the pitch: "You now have a huge volume, variety, and velocity of customer data, sales transaction data, competitive data, and sales activity data. It's not that simple, especially for sales forces. The history of Customer Relationship Management (CRM) systems holds valuable lessons. It's not about big data.

Sales 15

Sales Sales Sales Management Banking 15

Chief Executive

AUGUST 8, 2022

In our experience, EPM enables managers to produce 10-30% year-on-year sustainable profit increases. The goals of a local regional sales manager, an SBU head, the CEO, shareholders, investors and others differ in fundamental ways. Accommodating customer diversity. Whose profits are optimized.

Revenue 52

Revenue Implementation Advertising Marketing 52

Vantage Circle

DECEMBER 14, 2022

Let me guess- communication, collaboration, inclusion, trust, diversity, creativity, innovation, and other related terms. With a diverse team, it can be hard for your employees to appreciate the different cultures of their colleagues. Spirit at-work programs are often touted to make staff "more happy and excited to go to work."

Media 103

Media Employee Engagement Diversity Marketing 103

Harvard Business Review

MAY 21, 2015

This kind of intellectual diversity is more likely to be present when individuals on the team come from different disciplines, backgrounds, and areas of expertise. The ideas and solutions that an intellectually diverse team generates will be richer and more valu­able due to the wide variety of perspectives that in­form them.

Diversity 15

Diversity Organizational Development Sales Management Engineering 15

Harvard Business Review

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too.

Sales 15

Sales Sales Account Management Accounts 15

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

MAY 16, 2012

In 2005, HP split off the printer business from the personal computer business, dissolved the Customer Solutions Group (CSG) which was a sales and marketing organization that cut across product categories, and pushed selling responsibilities down to the product business units. Sales is full of such double-edged swords.

Sales 10

Sales Sales Sales Management Benefits 10

Harvard Business Review

FEBRUARY 15, 2016

Sales executives typically have two levers to try to increase sales: they can increase the quantity of sales effort by adding salespeople, or they can improve the quality of sales effort by investing in coaching and training. There is a third approach that is often overlooked: Improving the allocation of sales effort.

Sales 14

Sales Sales Reorganization Metrics 14

Harvard Business Review

FEBRUARY 28, 2018

My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. It offered a competitive salary and extensive training, and it could point to several minority leaders in management. which can help identify leaders and laggards in diversity hiring.

Diversity 13

Diversity Metrics Benchmarking Government 13

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales. Denver Post/Getty Images. Talent matters.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales. Denver Post/Getty Images. Talent matters.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

OCTOBER 1, 2014

By early 2014, 130 people from diverse scientific and managerial backgrounds were devoting themselves to realizing the team’s mission: To be a catalyst for evidence-based decision making across AIG. Don’t make the effort dependent on one or two initiatives : adopt a portfolio approach.

Insurance 14

Insurance Change Management Compensation Sales Management 14

Harvard Business Review

OCTOBER 1, 2014

By early 2014, 130 people from diverse scientific and managerial backgrounds were devoting themselves to realizing the team’s mission: To be a catalyst for evidence-based decision making across AIG. Don’t make the effort dependent on one or two initiatives : adopt a portfolio approach.

Insurance 8

Insurance Compensation Sales Management Change Management 8

Mind Tools Team Management

FEBRUARY 3, 2022

Nominated by Carolina Marques Moriera, Latin America Marketing Manager at Emerald Publishing. “Dominator culture has tried to keep us all afraid, to make us choose safety instead of risk, sameness instead of diversity. Nominated by Katie Danes, Custom Sales Manager at Mind Tools for Business. Katherine G.

Engineering 52

Engineering Hospitality Travel Inclusion 52