Harvard Business Review

MARCH 15, 2011

But many times strategies evolve and change while seasoned managers clutch tightly to their old ways of structuring their units and organizing their teams. In a certain copier company, sales branches traditionally had been responsible for re-selling equipment that had gone off lease.

Reorganization 15

Reorganization Hospitality Sales Sales 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

APRIL 5, 2012

A regional sales director says: "The Pittsburgh territory is vacant again. A district sales manager says: "These district sales rankings are unfair. The business had ambitious revenue growth goals, and sales leaders wanted to focus sales efforts on the most attractive opportunities. Sales force deployment.

Sales 13

Sales Sales Sales Management Accounts 13

Harvard Business Review

JANUARY 17, 2017

Take, for example, the director of a large hospital who received complaints that a new manager was too abrupt in meetings and was failing to respond to requests in a timely fashion. That’s how the hospital director spoke to her new manager. (It’s ” Such an approach is equally effective in the workplace.

Hospitality 16

Hospitality Sales Sales Sales Management 16

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.

Sales 15

Sales Sales Recruitment Marketing 15

Harvard Business Review

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The result: wasted time and unnecessary frustration.

Talent Development 14

Talent Development Hospitality Sales Sales 14

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