Eric Jacobsen Blog

OCTOBER 27, 2020

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 52

Eric Jacobsen Blog

FEBRUARY 2, 2016

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 new book, 7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization.

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Sales Sales Sales Management Onboarding 53

Walk Me

JULY 19, 2022

Companies depend on the success of salespeople, which is why the public often views sales departments as one of the highest-stress environments within a company. When change leaders throw the uncertainty and discomfort of a drastic transformation strategy into this mix, it can seem like a sadistic act upon sales employees’ heads.

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Change Management Sales Sales Manager 52

Eric Jacobsen Blog

MARCH 28, 2021

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 52

LSA Global

JULY 15, 2024

Sales leaders know that an underperforming sales force misses opportunities, loses deals, and negatively impacts customer loyalty. The good news is that when a sales force puts the customer first , adds meaningful value, and builds trusted advisor relationships , they grow revenues, margins, deal sizes, and relationships.

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Sales Sales Implementation Sales Management 56

LSA Global

MARCH 16, 2023

According to research by the University of Southern California Marshall School of Business, almost 70% of salespeople who exceeded their yearly quota graded their sales leader as excellent or above average. So, what is it that top sales leaders do better? Is your sales strategy good enough ?

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Sales Sales Sales Management Metrics 36

LSA Global

MARCH 17, 2025

Leverage CRM tools to track engagement and prioritize follow-ups Perfect the Sales Pitch and Personalization Generic sales presentations do not set you apart from the competition especially with selling to executives. We know from project postmortem data that high-performing sales reps: Plan daily activities around high-value tasks.

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Sales Sales B2B Revenue 36

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

LSA Global

DECEMBER 21, 2022

In general, the roles represent two different, and often related, approaches to selling with each having an important part to play in sales growth. The roles differ mainly in how they go about generating revenue. What Makes a Good B2B Sales Hunter? What makes sense for your unique sales strategy and culture?

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B2B Sales Sales Metrics 36

LSA Global

MARCH 11, 2024

Level 3 Training Measurement is typically determined through performance metrics, supervisor evaluations, and peer feedback. Examples of desired Level 4 outcomes from training include: — Increased sales revenue, margin, win rate, portfolio mix, deal size, and cycle time. Achieved project cost, quality, and time targets.

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Metrics Sales Sales Retention 36

LSA Global

OCTOBER 11, 2018

The key to hitting the ground running as you start a new sales territory is to make sure that you are crystal clear in three sales strategy areas: 1. Territory Success Metrics. Be crystal clear about what defines high performance for your sales territory in terms of revenue, margin, win rate and portfolio mix.

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Sales Sales Metrics Revenue 28

Harvard Business Review

NOVEMBER 21, 2013

As an executive vice president for sales, I spent countless hours reviewing, examining, and analyzing the sales forecast for my company. I required the managers who reported to me to do the same. Conversations between sales leaders, sales managers, and sales staff frequently focus only on numbers: Did you make them?

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Metrics Sales Sales Sales Management 9

Harvard Business Review

JANUARY 20, 2015

Twenty-two percent of survey participants included top-level sales leaders such as vice presidents of sales, 14% were front-line sales managers who manage salespeople, 17% were hybrid sales managers who sell directly to customers and manage other salespeople, and 47% were salespeople who carry their own quotas.

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Sales Sales Revenue Sales Management 15

Harvard Business Review

DECEMBER 20, 2018

The EVP of sales liked the easy-access dashboard to report on metrics and the forecast. Sales management was less positive but acknowledged that it helped them monitor activity. And the sales team — well, they mostly hated it. Integrate your marketing efforts with sales activity.

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Sales Sales Revenue Metrics 15

Harvard Business Review

JANUARY 8, 2014

It goes without saying that there is a significant amount of pressure on every sales force to deliver its number. Sales management plays a crucial role in reaching that objective, but can sales performance really be managed? I mean, tactically managed? We need more revenue,” would sound from the top. “No

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Sales Sales Manager Sales Management 10

Harvard Business Review

APRIL 25, 2014

Many companies, however, measure sales efficiency in terms of sales cost versus revenue. That metric is misleading because it does not sufficiently reflect the margin differences between sales channels. However, they have about 30% more sales staff in support roles.

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Sales Sales ROI Marketing 15

Harvard Business Review

JULY 11, 2011

Salespeople keep their accounts permanently after making a sale. Many tenured salespeople earn several hundred thousand dollars a year, mostly by selling to long-time customers who provide a continuous and stable source of revenue and income. monthly territory sales).

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Sales Sales Metrics Compensation 14

Harvard Business Review

JUNE 16, 2015

But consider the work of the Boston Consulting Group, which indicates that SO practices, such as targeting high-value customers and deploying sales resources with strategically-appropriate criteria, have more than three times the impact on revenue growth than SE initiatives. It’s knowing what data and how to use it.

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Sales Sales Strategic Planning KPI 14

Harvard Business Review

JANUARY 9, 2014

In the few years since the system has been in place, cross-sales have increased, cycle times have declined, and conversion rates have gone up. million in incremental revenue. What’s most interesting about this story is that it’s the same sales force, by and large, with significantly better performance.

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Sales Sales Compensation Compliance 14

Harvard Business Review

APRIL 8, 2015

The challenge for executives is, of course, to manage their conflicting goals, or so-called trade-offs. The most prevalent tension to resolve is between market share (or sales revenue) and margin. Another typical trade-off is between resource allocation and profit. Individual objectives often are not aligned.

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Revenue KPI Sales Sales 13

Harvard Business Review

NOVEMBER 22, 2011

Although they had a common goal of "grow combined sales by 40%," the real agendas were quite different: the life insurance people's real agenda was to grow life insurance revenues by 40% (who cares about brokerage accounts); the brokerage account people's real agenda was to grow brokerage by 40% (who cares about life insurance).

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Insurance Banking Engineering Sales 15

Harvard Business Review

FEBRUARY 15, 2016

” Coaching, performance management, and sales goals reinforce communication, while metrics track performance: “What gets measured gets done.” First-line sales managers also helped boost motivation by encouraging salespeople and recognizing their successes. Do salespeople have enough bandwidth?

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Sales Sales Reorganization Metrics 14

Harvard Business Review

NOVEMBER 13, 2015

One of the big challenges for the people leading global sales organizations is figuring out the right way to set pay for for salespeople who work in vastly different countries and markets. Some argue that having a single global plan for each sales role (e.g. These issues are typical in global sales forces.

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Sales Sales Compensation Administration 12

Harvard Business Review

APRIL 5, 2012

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. Coaching and performance management. I've already maxed out the potential within my accounts.

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Sales Sales Sales Management Accounts 10

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. Love that topic. What matters?

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Operations Cash Flow Nonprofit Manager 52

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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Sales Sales Sales Funnel Scaling 16

Harvard Business Review

JANUARY 28, 2015

Delivering great journeys can boost revenues 10 to 15 percent, lower service costs 10 to 20 percent, and increase employee engagement 20 to 30 percent. Develop a shared vocabulary and shared metrics. The better metric would measure the percentage of calls that were made and required no additional follow up.

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Operations Metrics Onboarding Sales 12

Harvard Business Review

OCTOBER 9, 2018

You can also encourage team leads and managers to be more deliberate about highlighting successful outcomes from using data. Is real-time web traffic an important metric for the team to keep an eye on? ” Highlighting wins like this does a few things. Another way to make data top of mind is to display it all over the office.

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Sales Sales Metrics Sales Management 14