Eric Jacobsen Blog

AUGUST 25, 2017

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 40

Peter Winick

MARCH 16, 2023

In addition, we can help you implement marketing, research, and sales. And I am very I’ve been focused for the last seven months on more of a B2C audience trying to get my Amazon sales, my Amazon reviews, trying to share people about my book and things like that. Contact us for more information. This is Peter Winick.

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Scaling Real Estate Sales Sales 130

LSA Global

JANUARY 19, 2021

Frustrated by Disappointing Sales Training Results? If you are frustrated by the results of your business sales training investment, you are not alone. Lots of sales leaders feel the same way. Only 1-in-5 sales training participants change their on-the-job behavior or performance from standalone sales training.

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Sales Sales ROI Revenue 36

AIHR

MAY 19, 2021

Hierarchies organized themselves primarily along functional areas such as Sales, Marketing, or Human Resources. In the beginning, they separated into management, clerical, and production groups. Sales managers in businesses like auto dealerships can develop strong relationships with customers by providing a personalized touch.

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Operations Digital Transformation Project Management Marketing 97

Harvard Business Review

JULY 10, 2012

One place they need to look is in their own sales organizations. In writing the book Sales Growth , we've found that CEOs who put sales management at the heart of their agenda have captured astonishing growth — outstripping their peers by 50 to 80 percent in terms of revenue and profitability. That's a big mistake.

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Sales Sales Revenue Operations 17

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. Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis.

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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.

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Sales Sales Education Sales Management 15

Harvard Business Review

JUNE 16, 2015

In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. A confusion between efficiency and optimization plagues many sales efforts. All businesses face opportunity costs. Strategy and planning process.

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Sales Sales Strategic Planning KPI 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.

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Sales Sales Software Sales Management 11

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done.

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Media Sales Sales Benefits 10

Harvard Business Review

NOVEMBER 22, 2011

And as I discuss in my book, Collaboration , setting a compelling, unifying goal can be a potent lever for managers to get people to work together across silos in a company. For example, in a global bank* I studied, the common goal was to grow combined sales to a specific customer segment by 40% over two years. Re-engineer incentives.

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Insurance Banking Engineering Sales 15

Harvard Business Review

FEBRUARY 12, 2016

I heard about David (not his real name) from my coauthor, Joe Gurkoff, who told me that David was trained as an engineer but eventually wanted to shift his career into high tech sales. He could act as a “situational extrovert” in order to have a confident exchange with potential buyers and successfully make his sale.

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Sales Sales Engineering Sales Management 15

Harvard Business Review

JUNE 29, 2015

Engineers designed the eardrum of the system from special crystals that respond to sound wave vibrations and convert them into electricity (Engineers call this effect ‘piezoelectricity’). ” GE data scientists and engineers then work to develop algorithms to spot similar odd sounds in the future.

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Engineering Operations Software Sales Management 15

Harvard Business Review

NOVEMBER 2, 2015

Many firms talk about talent management, but few deal systematically with a basic fact: average annual turnover in sales is 25 to 30%. This means that the equivalent of the entire sales organization must be hired and trained every four years or so, and that’s expensive. Consider these stats.

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Sales Sales Recruitment Marketing 14

Harvard Business Review

MARCH 8, 2018

When organizations reward success in one role with a promotion to another, the usual grumbles ensue; the best engineer doesn’t make the best engineering manager, and the best professor doesn’t make the best dean. First, we found that sales performance is highly correlated with promotion to management.

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Sales Sales Sales Management Engineering 8

Harvard Business Review

OCTOBER 9, 2018

Has the company decided to pursue a new business vertical based on data collected by the sales team in the field? You can also encourage team leads and managers to be more deliberate about highlighting successful outcomes from using data. Train managers to focus on providing private recognition to exceptional employees.

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Sales Sales Metrics Sales Management 14

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.

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Sales Sales Small Business Marketing 242

Harvard Business Review

OCTOBER 1, 2014

The Science Team intentionally refrains from using the words “data” or “analytics,” as the team’s capabilities stretch far beyond these two disciplines: behavioral economists, psychologists, engineers, and change management experts work hand-in-hand with data scientists, mathematicians, and statisticians.

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Insurance Change Management Compensation Sales Management 14

Harvard Business Review

MAY 21, 2015

The sales manager who is interested in art history may be your best big-picture thinker. The sound engineer who used to work as a stage director might bring expertise to the management of the creative process. But many of us have interests and experi­ences unrelated to our jobs.

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Diversity Organizational Development Sales Management Engineering 15

Harvard Business Review

JULY 26, 2016

There is no doubt that China has been one of the main engines of global growth in the last three decades. As China moves away from a manufacturing-driven economy to a more consumption and service-driven model, Chinese companies will have to find new ways of managing and motivating their employees. This clearly hurt profit margins.

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Manager Sales Sales Sales Management 12

Harvard Business Review

SEPTEMBER 18, 2014

Cheryl, a sales manager for an electrical supply distributor, recently bemoaned to me the cost cutting that has ravaged her firm, which merged years ago with a larger competitor, then was bought successively by three private equity companies. But I was only focused on the bottom line.

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Real Estate Insurance Sales Management Travel 9

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.

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Retention Human Resources Compensation Sales 8

Harvard Business Review

OCTOBER 1, 2014

The Science Team intentionally refrains from using the words “data” or “analytics,” as the team’s capabilities stretch far beyond these two disciplines: behavioral economists, psychologists, engineers, and change management experts work hand-in-hand with data scientists, mathematicians, and statisticians.

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Insurance Compensation Sales Management Change Management 8

Harvard Business Review

JULY 22, 2013

He was a native speaker, understood the Italian work culture better, and had a background in sales. He could build the business, and Susie could lend her engineering expertise when needed. He and Dante, the company''s sales manager, had secured several huge accounts in the past year.

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Sales Sales Benefits Sales Management 8

AIHR

AUGUST 10, 2020

When it comes to job families, common families include operations, marketing, sales, human resources, finance, research and development, sales, customer support, shared services, and so on. There are multiple ways to generate the different job functions and job families. However, there are standardized ways to handle these.

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Compensation Accounts Sales Sales 98

Peter Winick

AUGUST 21, 2023

As the Founder of Box of Crayons, Michael ensured the company benefitted from his best-selling books and reputation, but also ensured the sales training could stand without him. In addition, we can help you implement marketing, research, and sales. Contact us for more information. Transcript Peter Winick And welcome, welcome, welcome.

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Marketing Sales Sales Revenue 130

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. See, this is the opposite.

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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.

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Sales Sales Revenue Accounts 8

Harvard Business Review

OCTOBER 28, 2016

I run an enterprise technology company, and we’ve seen just how consistently data can be used to help improve sales. But for all its good intentions to provide sales managers with a way to monitor pipeline and sales activity, we all know that CRM is still hugely inefficient.

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Sales Sales Workflows Software 15

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. The VP of Sales asked you to speak at his annual sales meeting.

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Manager Sales Sales Energy 13

AIHR

DECEMBER 20, 2022

” A business psychologist Ben Schwencke from an online assessment company Test Partnership used job analysis to help a large multinational engineering firm improve their recruitment process. Sales job analysis example. Creates weekly, monthly, and quarterly sales reports and projections. Meets annual sales goals.

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Job Analysis Sales Sales Recruitment 98

Peter Winick

FEBRUARY 3, 2025

It’s easy to say, hey, I’ve got this great sales account, whatever. Job, by the way, was 100% commissioned sales. Rajeev Kapur You’re a new international sales manager. Bill Sherman And if you have to put the heater on your engine block in that just to be able to style. So think about sales.

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Accounts Media Sales Sales 171

Mind Tools Team Management

FEBRUARY 3, 2022

Johnson and Dorothy Vaughan – NASA “Computers” and Engineers. Nominated by Katie Danes, Custom Sales Manager at Mind Tools for Business. Jackson was a mathematician and became NASA’s first Black female engineer, in 1958. She now has multiple products and has even expanded her line to include menswear.”

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Engineering Hospitality Travel Inclusion 52

AIHR

OCTOBER 14, 2024

A Software Analyst switches roles to become a Software Engineer. While still on the same level, they now have: Project management duties Mentorship responsibilities 3. A company posts a vacancy for a Regional Sales Manager position. This promotion may or may not come with a raise.

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Onboarding Compensation Succession Planning Benefits 98