Harvard Business Review

JANUARY 26, 2017

Consider a large home energy provider in a mature, commoditized market where deregulation is driving down revenue and profit. Simultaneously, sales managers went through a series of development sessions to develop their coaching skills. The biggest personnel shift related to front-line sales managers.

Sales 15

Sales Sales Compensation Telecommunications 15

Harvard Business Review

MAY 8, 2015

Everyone, from the executive vice president of sales down to the frontline sales manager, needs to share the same definition of what good coaching is. You can’t simply declare “There shall be a coaching culture” or delegate its development to the VP of sales or HR. Let them sell.

Sales 15

Sales Sales Sales Management Revenue 15

Harvard Business Review

JULY 12, 2012

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. Early on in this role, I defined the following mission for myself: "Scalable, predictable revenue growth." Five years later, my team is now 200 employees strong.

Sales 17

Sales Sales Sales Funnel Scaling 17

Harvard Business Review

SEPTEMBER 8, 2016

When Enron, one of the world’s largest energy companies, collapsed in 2001, it sent shock waves through the corporate world. Each person played the role of a sales manager and answered a series of questions about the business they “worked” for.

Sales Management 15

Sales Management Recruitment Revenue Energy 15

Harvard Business Review

JANUARY 28, 2015

Delivering great journeys can boost revenues 10 to 15 percent, lower service costs 10 to 20 percent, and increase employee engagement 20 to 30 percent. Consider how Dutch energy company Essent is redesigning the customer experience. When sales managers saw a rush of customers, they could put more people on the front desk.

Operations 13

Operations Metrics Onboarding Sales 13

BCW Institute

MAY 2, 2022

I had great experiences, going around the world, many different cultures, got to do everything from sales to sales management to industry marketing, channel marketing, product marketing, product management, you know, dealing with multi-million-dollar budgets and big teams of people.

Operations 52

Operations Cash Flow Nonprofit Manager 52

Harvard Business Review

FEBRUARY 25, 2013

The second aspect is that the sales organization is continually "culling the herd" and comparing each member's performance against stringent criteria. Weaker sales team members who do not contribute their revenue share are quickly let go. Many underperforming sales organizations share something in common. DIY Attitude.

Sales 8

Sales Sales Revenue Accounts 8

Peter Winick

NOVEMBER 10, 2022

Where we tend to put our energy and efforts in and I think is where you are as well, Tony, is in the B2B side, on the enterprise side. From a sales person’s perspective, what we’d love to do is to have the sales manager, their fellow salespeople and customers, their customer giving feedback.

Sales 130

Sales Sales Scaling Marketing 130