Kevin Eikenberry

JANUARY 8, 2011

Not just if we are a business owner, Brand, Marketing or Sales Manager, or someone else traditionally responsible for price, but for all of us as leaders, thinking about how people invest of themselves, their time, energy and more. Do You Really Need a Meeting to Make a Decision?

Leadership Development 74

Leadership Development Media Sales Sales 74

15Five

SEPTEMBER 11, 2018

As a result, many employees are expending mental energy on constantly hiding in plain sight. Let’s say your organization is hiring for a sales manager. Although employees should try to gain those abilities they already claimed they had, the easiest way to obtain them is simply to ask for help. Click To Tweet.

Software 18

Software Sales Management Manager Energy 18

Harvard Business Review

JULY 23, 2012

Many will argue for the team of excellent salespeople: "It's salespeople — not managers — who develop and nurture the customer relationships that drive sales.". Replacing one average manager is easier than replacing an entire team of average salespeople.". "An An excellent salesperson doesn't need managing.".

Sales 18

Sales Sales Manager Sales Management 18

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. 3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts.

Revenue 36

Revenue Sales Sales Accounts 36

Harvard Business Review

APRIL 1, 2014

A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. sales forces is 10-12 salespeople per manager, but there is wide variation around this average.

Sales Management 9

Sales Management Sales Sales Manager 9

Harvard Business Review

SEPTEMBER 6, 2013

Over the past decade, I''ve worked closely with hundreds of vice presidents of sales, and like all of people, each has a unique personality. But even as I observe their individual differences, I have recognized patterns of behavior, which have allowed me to catalog their styles of sales management. Some are gregarious.

Sales Management 8

Sales Management Sales Sales Manager 8

Harvard Business Review

JULY 16, 2012

Somehow, "successful" sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). In this article we review four critical elements that are commonly missing from today's sales training programs.Take a look at your own sales training program to determine whether: 1.

Sales 16

Sales Sales Education Sales Management 16

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. There were four tactics I wanted to be laser focused on to achieve this mission: Hire the same successful sales person every time. Hire the same successful sales person every time.

Sales 17

Sales Sales Sales Funnel Scaling 17

Harvard Business Review

MAY 8, 2015

On the ride back from Redwood City to San Francisco, my manager John and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one of my worst sales calls ever. John Rovens was a terrific coach, and he invested a significant amount of time in my development as a sales professional.

Sales 15

Sales Sales Sales Management Revenue 15

AIHR

FEBRUARY 26, 2024

Sample answer: “From what I know about Tesla, your vision is to create the most compelling car company of the 21st century, your mission is to accelerate the world’s transition to sustainable energy, and your values appear to be centered on innovative problem-solving.” ” Personality cultural fit interview questions 3.

Recruitment 69

Recruitment Diversity Manager Sales 69

Harvard Business Review

SEPTEMBER 19, 2012

But how do you identify which attributes (characteristics and competencies) belong in your sales success profile? Perhaps the best source, and one that is too frequently overlooked, comes from within your own sales force — your best salespeople. Most sales leaders think that they know who their best performers are.

Sales 15

Sales Sales Sales Management Recruitment 15

Harvard Business Review

JANUARY 26, 2017

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial performance that their strategies and sales forecasts have promised.

Sales 15

Sales Sales Compensation Telecommunications 15

Harvard Business Review

JULY 3, 2012

Plus our sales cycles are long, and developing cross-functional relationships at customers is a key sales task. In fact it's not mainly about cost management at all — though that's certainly important in these market conditions. Now that she's made the sale, her territory is going to be a lot quieter.

Manager 16

Manager Sales Sales Sales Management 16

Harvard Business Review

DECEMBER 23, 2013

One energy company, for example, observed that their customer losses were closely correlated to the intensity of customers’ Google searches for an energy supplier. The reality is that the majority of marketing activities have both a short- and long-term impact on sales. how much base sales is lost and at what rate).

Marketing 15

Marketing Advertising Sales Sales 15

Harvard Business Review

OCTOBER 23, 2013

Getting them to market demands more than corporate systems can handle, so they must beg for IT upgrades, recruit and budget themselves, and even take on sales responsibilities to explain innovations to customers — which adds to the workload. They work harder, longer, and yet with more energy than low-performance teams.

Compensation 15

Compensation Human Resources Sales Sales 15

Harvard Business Review

DECEMBER 22, 2014

India love first peaked in July 2008 when India’s government of the time risked its very survival in support of a nuclear energy deal led by Washington. Boeing is America’s largest exporter and the only American defense contractor to have crossed $2 billion in sales to India. Why do I need five in India?”

Cash Flow 15

Cash Flow Government Sales Sales 15

Peter Winick

NOVEMBER 14, 2022

An interview with Eric Youngstrom about creating thought leadership from the executive level down to the sales team. Eric shares how thought leadership is important for the sales team, helping them understand and share the organization’s goals and values right from the moment of hiring. Product, investors, marketing.

Sales 242

Sales Sales Small Business Marketing 242

Michael McKinney

DECEMBER 15, 2023

A powerful vision creates the will to make change happen and harnesses the energy that will be needed. I’m not trying to downplay the incredible success these people have achieved, but I believe everyone is capable of being a visionary — you just need to develop the skills to identify the vision and then bring it to reality.

Sales 283

Sales Sales Sales Management Recruitment 283

Harvard Business Review

FEBRUARY 25, 2013

These, in turn, reduce anxiety and increase energy and focus. A marketing manager from the French Saint Gobain Group shared a rather extraordinary example with us: "With my team, before presenting to the Board our marketing plans, we're always very nervous. A few companies also use highly stylized rituals in this way.

Energy 10

Energy Sales Sales Sales Management 10

Harvard Business Review

JANUARY 28, 2015

Customer journeys today are a complex series of interactions across multiple channels and platforms, where each point of contact has the potential to encourage the sale or derail it entirely. This required a change in the media buy metrics to focus on “likely margin” versus “likely sales.”

Operations 13

Operations Metrics Onboarding Sales 13

Harvard Business Review

JUNE 29, 2015

We can filter out the background noise, like marine life, and listen only to things we want”, explains Fabian Dawson, sales manager from GE Measurement and Control. No two leaks or pumps are going to sound the same.

Engineering 15

Engineering Operations Software Sales Management 15

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 5, 2018

Although long ignored, these middle management positions have become increasingly recognized as critical to executing a company’s strategy. In sales-driven companies (think pharmaceuticals and industrial equipment), they are often field sales managers who direct dozens of salespeople in the highest-volume regions.

Retention 9

Retention Human Resources Compensation Sales 9

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

What separates great from good sales organizations? After working with over two-hundred different companies, the evidence suggests that the best business-to-business sales organizations share specific patterns of organizational structure and behavior. Darwinian Sales Culture. The first is in regards to hiring.

Sales 8

Sales Sales Revenue Accounts 8

Harvard Business Review

NOVEMBER 15, 2012

I got invited to speak at our annual sales meeting—". It was our VP of Sales," said Kate. "I I tagged along with two of our area sales managers on a big sales call and we won the business, so he likes me for that reason, too. You're doing amazing things and changing the energy in your shop. Big deal!"

Manager 13

Manager Sales Sales Energy 13

Harvard Business Review

AUGUST 7, 2013

When a sales manager declares that his strategy this quarter will require his salespeople to spend more time strengthening existing customer relationships, he has only made an addition until he also declares that they should spend less time on something else like hunting for new prospects.

Sales Management 10

Sales Management Energy Sales Sales 10

Peter Winick

NOVEMBER 10, 2022

In addition, we can help you implement marketing, research, and sales. He has been inducted into the Speaker’s Hall of Fame in the eighties, a legend in the speaking profession speaker icon, top five inaugural class of the Top Sales World Hall of Fame and number one World Pop Communication gurus. Contact us for more information.

Sales 130

Sales Sales Scaling Marketing 130

Chris LoCutro

DECEMBER 10, 2024

It doesn't have to be a constant drain on your energy. So, like take, for example, if we have a sales manager's KRA is client acquisition, right? But here's what I want you to know. Leadership doesn't have to feel this way. It doesn't have to be a constant drain on your time. So why should you take the time to join us?

Operations 52

Operations Accounts Hospitality Implementation 52