Remove Hospitality Remove Sales Remove Sales Management
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Solving the Rubik's Cube of Organizational Structure

Harvard Business Review

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.

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Executives and Salespeople Are Misaligned — and the Effects Are Costly

Harvard Business Review

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 14
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Fixing Salespeople's Biggest Complaint: My Territory is Too Small

Harvard Business Review

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 11
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How to Deliver Criticism So Employees Pay Attention

Harvard Business Review

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.

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The Best Ways to Hire Salespeople

Harvard Business Review

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
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When Is Teamwork Really Necessary?

Harvard Business Review

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.

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Transcript: How an Entrepreneurial Operating System Produces Greater Outcomes // Doug Hall, Resources for CEOs

BCW Institute

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.