Harvard Business Review

JANUARY 21, 2015

Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. The survey included 62 B2B companies, 39% of which have revenue greater than $1 billion and 37% of which have revenue greater than $250 million.)

Revenue 15

Revenue Sales Sales Sales Management 15

LSA Global

MARCH 14, 2019

Our training measurement found that the Coached Group created 2x more new revenue over the same time period as the Control Group. Are your sales managers coaching their direct reports to help meet revenue targets? It could double your revenue. 72% Difference. How do those being coached feel?

Manager 28

Manager Revenue Sales Management Sales 28

Harvard Business Review

SEPTEMBER 6, 2013

But even as I observe their individual differences, I have recognized patterns of behavior, which have allowed me to catalog their styles of sales management. I have found that seven management styles are most prevalent: mentor, expressive, sergeant, Teflon, micromanager, overconfident and amateur.

Sales Management 8

Sales Management Sales Sales Manager 8

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. They free up their salespeople for selling.

Sales 15

Sales Sales ROI Marketing 15

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. Market potential adds insight to sales planning. Sales force deployment.

Sales 10

Sales Sales Sales Management Accounts 10

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. Early on in this role, I defined the following mission for myself: "Scalable, predictable revenue growth." Most companies screen sales candidates on "gut feel," which does not scale.

Sales 16

Sales Sales Sales Funnel Scaling 16

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. I’ve read Scaling Up.

Operations 52

Operations Cash Flow Nonprofit Manager 52

Harvard Business Review

SEPTEMBER 20, 2016

In these and many other similar (but often less high-profile) cases, much of the blame gets placed on the sales goals and incentives. Salespeople are offered a large monetary reward linked to the achievement of sales goals — goals that employees perceive as excessively high.

Sales 13

Sales Sales Banking Account Management 13

Harvard Business Review

NOVEMBER 13, 2015

Data availability: For example, data capturing end-user sales from distributors may be unavailable in some countries, making it impossible to consistently measure revenue at the individual salesperson level. These issues are typical in global sales forces. In other countries, works councils limit flexibility.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

JULY 29, 2013

The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. When appropriately utilized, inside sales reduces cost-of-sales by 40-90% relative to field sales, while revenues may be maintained or even grow.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

SEPTEMBER 8, 2016

All participants took a test of moral justification, which had them rate their agreement with statements such as, “It is all right to exaggerate the truth to keep your company out of trouble,” on a scale from one (strongly disagree) to five (strongly agree). Higher scores on the test indicated higher levels of moral justification.

Sales Management 14

Sales Management Recruitment Revenue Energy 14

Harvard Business Review

OCTOBER 9, 2018

Scaling Your Team’s Data Skills. You can also encourage team leads and managers to be more deliberate about highlighting successful outcomes from using data. Many are investing heavily in hiring talent with data skills and building out data proficiency across the organization. Insight Center. Sponsored by Splunk.

Sales 14

Sales Sales Metrics Sales Management 14

Peter Winick

FEBRUARY 3, 2025

Rajeev Kapur You’re a new international sales manager. So think about sales. Like I in my business, I don’t try to measure revenue on a regular basis. I try to measure what’s all the activity that leads to the revenue, right? He goes, okay, well, looks like you got the job. I go, which I did.

Accounts 177

Accounts Media Sales Sales 177