Eric Jacobsen Blog

AUGUST 25, 2017

Depending on the size and scope of the transformation, the sustain activities and timing can take three to six months to show results based on areas, such as sales cycle velocity, the need to onboard new sales/sales leadership talent, and showing early wins that help build and support the new behaviors, processes, and tools.

Sales 40

Sales Sales Sales Management Onboarding 40

Zenefits

JANUARY 11, 2023

The HR director creates HR policies and procedures, which the HR manager implements/manages by delegating to the junior HR staff. Middle management: Large business. In large companies, middle managers are typically department heads, such as finance, IT, HR, marketing, and sales managers, who report to upper management.

Manager 59

Manager Implementation Small Business Operations 59

Harvard Business Review

APRIL 1, 2014

A healthcare industry sales executive recently told us that as part of a continued effort to cut costs, her company had reduced the number of first-line sales managers from 66 down to 30 over a period of several years. sales forces is 10-12 salespeople per manager, but there is wide variation around this average.

Sales Management 9

Sales Management Sales Sales Manager 9

Harvard Business Review

AUGUST 22, 2017

Selling is a performance art, and “making the number” should be the goal of any sales organization, but a closed deal is an outcome and a lagging indicator; it can’t be used by the salesperson or sales manager to improve future outcomes. Closing: final steps in negotiating and winning the business.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

JANUARY 28, 2015

The CMO and COO can wield a lot of influence by setting up a regular call, for example, devoted to a specific customer journey, such as the onboarding process. When sales managers saw a rush of customers, they could put more people on the front desk. Operations plays a key role in making sure those new customers stay loyal.

Operations 12

Operations Metrics Onboarding Sales 12

Harvard Business Review

NOVEMBER 17, 2017

Minimizing withdrawal period sales loss requires a proactive approach. First-line sales managers are critical to this effort. By keeping in touch with their people, managers can identify and address emerging issues before they escalate to the point where salespeople decide to leave. Managing the Hiring/Orientation Period.

Sales 8

Sales Sales Sales Management Recruitment 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

AUGUST 25, 2017

But sales managers also have to take some blame. Yes, the patterns established through decades of sales behaviors are difficult to break. Knowing how much money your organization is likely losing to the traditional sales cycle should be a resounding wake-up call. How have companies let this happen, and who is to blame?

Sales 8

Sales Sales Cash Flow Compensation 8

AIHR

OCTOBER 14, 2024

Lower hiring costs: Internal employee promotions require less extensive employee onboarding and minimize the recruitment expenses associated with hiring externally. A company posts a vacancy for a Regional Sales Manager position. To support this, develop a personalized onboarding plan that addresses their professional needs.

Onboarding 98

Onboarding Compensation Succession Planning Benefits 98