Eric Jacobsen Blog

FEBRUARY 14, 2016

You'll find this list of the ten most common mistakes made by sales managers toward the very end of Kevin Davis ' latest book about how to sync your sales approach with your customer's buying process : Failing to shift from "super salesperson" mode to managerial mindset. Being inconsistent in your recruiting and hiring process.

Sales Management 40

Sales Management Sales Sales Manager 40

AIHR

JUNE 19, 2023

For example, this could involve identifying a future skill the business needs and organizing training to nurture that skill within the workforce or recruiting more staff. When that happens, it can be tricky for a team, manager, or even a whole business to adapt. Recruitment and hiring strategies.

Recruitment 106

Recruitment Succession Planning Staffing Implementation 106

AIHR

AUGUST 23, 2022

Read on to find out all you need to know about managing high-potential employees ! Let’s look at the example of a sales department. Sales managers are often promoted into their positions because they are the top sellers. They could emerge as an excellent manager who drives better sales numbers.

Leadership Development 145

Leadership Development Recruitment Sales Sales 145

AIHR

JULY 6, 2023

Role descriptions are instrumental in the recruitment process to attract suitable candidates and serve as a basis for performance evaluation and career development within the organization. Time management: Ability to manage time effectively and meet deadlines. What are job tasks?

Sales 98

Sales Sales Software Sales Management 98

AIHR

SEPTEMBER 20, 2022

Simply put, It’s the number of direct reports a manager has, and it can affect the productivity and efficiency of your team. We’ll also cover why managers need to know their span of control ratio, how this ratio impacts organizational design decisions, the common factors that affect the span of control ratios, and much more!

Reorganization 140

Reorganization Sales Sales B2B 140

AIHR

JULY 10, 2023

Organizations are beginning to recognize that recruiting and retaining top talent is essential for meeting business goals and maintaining a competitive advantage. Contents What is shortlisting in recruitment? When does shortlisting occur in the recruitment process? When does shortlisting occur in the recruitment process?

Recruitment 75

Recruitment Sales Sales Software 75

AIHR

FEBRUARY 26, 2024

Then, to ensure recruits understand and embrace the culture, they complete a four-week ‘boot camp’ where they receive training in all departments of the company and are immersed in its philosophies and values. Beware of unconscious bias: Train hiring managers to recognize and mitigate unconscious biases throughout the process.

Recruitment 69

Recruitment Diversity Manager Sales 69

LSA Global

DECEMBER 12, 2017

Most studies suggest the cost per departed solution sales rep to be between $500,000 to $1,000,000 depending upon their role, tenure and industry. And those shockingly high figures do not include the time and money you need to spend to recruit, interview and train their replacement. The Top Three Reasons Behind High Sales Attrition.

Sales 34

Sales Sales Sales Management Recruitment 34

Harvard Business Review

JULY 23, 2012

If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose? Replacing one average manager is easier than replacing an entire team of average salespeople.". An excellent salesperson doesn't need managing.".

Sales 17

Sales Sales Manager Sales Management 17

Harvard Business Review

AUGUST 1, 2012

On the other hand, most businesses are operating with traditional models of salesperson recruitment and training. 15 billion is spent per year on sales training. Given the importance of skills and capabilities to sales performance, businesses need to reconsider who they recruit into sales roles, and how they train them.

Sales 19

Sales Sales Recruitment Sales Management 19

Harvard Business Review

FEBRUARY 15, 2011

Every leader knows that the compensation plan plays an important role in recruiting and retaining the best talent. We saw dramatic evidence of this in a study conducted by our sister program, CLC Compensation , which looked at sales comp. And even worse, they do it over and over. Doing this isn't just expensive, it's counterproductive.

Compensation 15

Compensation Sales Sales Sales Management 15

Harvard Business Review

AUGUST 8, 2012

In seeking a master's degree, these go-getters wanted to acquire the general management skills their day-to-day jobs didn't teach. The boom in MBA programs coincided with the rise of marketing as a discipline, and mass producers relied on heavy advertising and strong brands to control the sale and distribution of goods.

Sales 15

Sales Sales Education Recruitment 15

Harvard Business Review

JANUARY 26, 2017

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps.

Sales 14

Sales Sales Compensation Telecommunications 14

Harvard Business Review

APRIL 13, 2015

Sales managers have a difficult relationship with luck. As a consequence, many sales managers de-emphasize luck, instead stressing the importance of stable, measurable, and controllable factors such as motivation and specific behaviors. So how do you manage this hugely important sales input?

Sales 15

Sales Sales Sales Management Advertising 15

Harvard Business Review

SEPTEMBER 19, 2012

It's not enough to only rely on performance rankings, competency model assessments, and sales manager input. By assessing territory sales and sales growth relative to market opportunity, you can separate the impact of territory factors from the impact of a salesperson's ability and effort on performance.

Sales 15

Sales Sales Sales Management Recruitment 15

Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. We’ve also seen an increase in importance of network performance at the manager level. Collaboration Compensation Managing people Sales'

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

JANUARY 16, 2013

But just as in the military, talented top officers can't make up for weakness in the ranks of frontline leaders, the mid-level managers who are vital in driving day-to-day sales performance. "In But you cannot get along without first-line sales managers.". As people managers, weak FLMs: •Hire the wrong salespeople.

Sales 9

Sales Sales Sales Management Administration 9

Harvard Business Review

OCTOBER 1, 2014

How can companies better manage the process of converting the potential of data science to real business outcomes? Ninety percent of the team was recruited from beyond the insurance industry to enable it to challenge the status quo approach to decision-making. Change management Decision making Information & technology'

Insurance 14

Insurance Change Management Compensation Sales Management 14

Harvard Business Review

OCTOBER 12, 2018

In our experiments, performed with Christian Schlereth at WHU – Otto Beisheim School of Management and Craig R. We recruited 250 experienced purchasing and sales managers and allocated them between the experiments. Carter at Arizona State University, we simulated a negotiation episode between two firms.

Sales Management 14

Sales Management Recruitment Sales Sales 14

Harvard Business Review

MAY 20, 2016

alone spend more than $20 billion annually (by conservative estimates) to train salespeople on products, selling skills, and territory management, demonstrates the widespread belief that you can help “make” salespeople great. direct sales, selling partners, inside sales, e-channels) or sales role (e.g.

Sales 14

Sales Sales Compensation Operations 14

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. Managing people Motivation' ” “Our products change lives.”

Compensation 14

Compensation Human Resources Sales Sales 14

Harvard Business Review

MAY 21, 2015

In addition to recruiting team members with a mix of skills and experience, you’ll want to include individuals with a blend of different preferred think­ing styles, or unconscious ways of looking at and interacting with the world. Innovative Teams (20-Minute Manager Series). Judging or perceiving. Excerpted from.

Diversity 15

Diversity Organizational Development Sales Management Engineering 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. DAVE WHEELER FOR HBR. Consider these stats.

Sales 15

Sales Sales Recruitment Marketing 15

Harvard Business Review

NOVEMBER 17, 2017

Poaching of salespeople also occurs when sales are driven largely by relationships. For example, wealth management companies frequently recruit advisors who have built a strong book of business at competitive firms. Managing the Withdrawal Period. Minimizing withdrawal period sales loss requires a proactive approach.

Sales 8

Sales Sales Sales Management Recruitment 8

Harvard Business Review

DECEMBER 4, 2017

Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” Recruiting. Talent matters.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

DECEMBER 4, 2017

Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” Recruiting. Talent matters.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

FEBRUARY 28, 2018

Forty years ago, two companies were known for aggressively recruiting minorities on college campuses: IBM and Xerox , both considered hot tech companies of that era. My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. Hayon Thapaliya.

Diversity 13

Diversity Metrics Benchmarking Government 13

Harvard Business Review

SEPTEMBER 8, 2016

Setting goals is one of the established tools that managers have to increase staff motivation and performance. We recruited 106 full-time workers of varying levels of seniority from across a number of industries to complete our study online. We asked the participants to explain how they would respond to a realistic business scenario.

Sales Management 14

Sales Management Recruitment Revenue Energy 14

Harvard Business Review

DECEMBER 22, 2014

Choose the right India country manager: The role of country manager for India can mean many things depending on the scope of operations and the structure of an organization. First of all, headquarters needs to be clear about their vision of their role in India over the next 2-5 years and recruit to match that vision.

Cash Flow 15

Cash Flow Government Sales Sales 15

Harvard Business Review

NOVEMBER 4, 2015

Redman offers this example scenario: Suppose you’re a sales manager trying to predict next month’s numbers. Managing Yourself Book. “As managers, we want to figure out how we can impact sales or employee retention or recruiting the best people. And this is his advice to managers.

Sales 15

Sales Sales Travel Manager 15

Michael McKinney

DECEMBER 15, 2023

It inspires action and recruits the people and resources needed for new perspectives and ideas. The hardest part is taking the first step. * * * Aaron Salko, Founder and Creator of The 9th Stratum, is a Sales Management Professional with the innovative solutions-based company Stephen Gould.

Sales 281

Sales Sales Sales Management Recruitment 281

Harvard Business Review

JUNE 6, 2016

They managed to keep the fledgling relationship secret for three weeks. He claimed he was busy with work, but it was the middle of the quarter, and no big management or board meetings were on the docket. Claudia was the newest recruit to the sales team—young, eager, pretty. Brad: Fun night. Brad: Never too much.

Sales 13

Sales Sales Recruitment Sales Management 13

Harvard Business Review

OCTOBER 1, 2014

How can companies better manage the process of converting the potential of data science to real business outcomes? Ninety percent of the team was recruited from beyond the insurance industry to enable it to challenge the status quo approach to decision-making.

Insurance 8

Insurance Compensation Sales Management Change Management 8

Peter Winick

NOVEMBER 14, 2022

Your content can also be a recruiting pitch, bringing in top talent that shares your passion and wants to be part of a better solution. 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. Eric Youngstrom Yeah.

Sales 242

Sales Sales Small Business Marketing 242

Harvard Business Review

JANUARY 29, 2018

“You’re not in control; you’re putting yourself in the hands of your manager to be judged — and you might be judged not worthy.” “The more senior you get, the more likely it is that your promotion is not the sole decision of your manager,” she notes. ” The past is precedent. .

Metrics 8

Metrics Recruitment Staffing Manager 8

AIHR

DECEMBER 20, 2022

It helps draft better job descriptions and develop effective training and development programs, leads to a safer work environment and more effective workforce planning, and is pivotal in performance management. This is also helpful in recruitment. We’ll discuss all you need to know about job analysis in this article.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

Harvard Business Review

JUNE 10, 2016

The trend is heating up the sales field as well, enabling entirely new ways of selling. By 2020 customers will manage 85% of their relationship with an enterprise without interacting with a human. How will vendor and technology relationships need to be managed and integrated to create the greatest competitive advantage?

Sales 14

Sales Sales Sales Management Operations 14