Alison Green

AUGUST 4, 2024

Rate last week on a scale of 1-10 (10 being amazing). Recently, I had a conversation with my father, who is a sales manager, about my job search situation, and he said that I would be more likely to get promoted or hired if I dyed my hair. • What was your biggest business highlight this week? What is/was your biggest obstacle?

Accounts 111

Accounts Manager Sales Management Scaling 111

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Sales Sales Management B2B 36

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? To learn more about how to create high performing sales leaders, managers.,

Sales 36

Sales Sales Sales Management Metrics 36

Zenefits

FEBRUARY 7, 2023

In addition to salary and commissions, individual and sales team incentives may be offered as part of the total sales compensation plan. Sales reps can be enticed to open new accounts, manage a certain size book of business, or increase their sales volume. They may also be referred to as longevity bonuses.

Compensation 52

Compensation Sales Sales Retention 52

AIHR

JULY 10, 2023

Each criterion is either assessed using a scale of low to high, or weak to excellent to determine how suitable a candidate is. Problem-solving and analytical abilities: Demonstrated ability to analyze complex problems and develop effective solutions.Strong debugging and troubleshooting skills.

Recruitment 75

Recruitment Sales Sales Software 75

Peter Winick

NOVEMBER 14, 2022

And if you need help scaling organizational thought leadership, contact Thought Leadership Leverage or reach out to Bill Sherman on Linkedin! Join the Organizational Thought Leadership Newsletter to learn more about expanding thought leadership within your organization! Transcript. And the beauty is, as a new rep comes on.

Sales 242

Sales Sales Small Business Marketing 242

LSA Global

MARCH 14, 2019

Are your sales managers coaching their direct reports to help meet revenue targets? We asked, “What difference did the coaching conversations with your manager make in your success? Our training measurement found that the Coached Group created 2x more new revenue over the same time period as the Control Group. 72% Difference.

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

Peter Winick

JANUARY 9, 2023

And if you need help scaling organizational thought leadership, contact Thought Leadership Leverage or reach out to Bill Sherman on Linkedin! Join the Organizational Thought Leadership Newsletter to learn more about expanding thought leadership within your organization! Transcript. What are the features and what are the functions?

Sales 130

Sales Sales Media Human Resources 130

Peter Winick

AUGUST 21, 2023

But I would also argue that you’re putting your thumb on the scale saying, how do I get the 11th, 12th and 13th buyer? Peter Winick But you’re doing that not because you woke up one day and say and said, I think I’m under the coaching habit for sales managers. to further penetrate that enterprise at scale?

Marketing 130

Marketing Sales Sales Revenue 130

Harvard Business Review

JANUARY 21, 2015

How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. Train sales managers on pipeline management.

Revenue 15

Revenue Sales Sales Sales Management 15

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. Make Performance Reviews Count.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

AUGUST 16, 2011

Several years ago I worked with a project team charged with increasing sales to its large corporate customers. At the first meeting the team brainstormed ways to drive up sales, but before moving ahead decided to collect data about current sales and survey sales managers and customers.

Sales 17

Sales Sales Scaling Sales Management 17

Harvard Business Review

APRIL 25, 2014

With this foundation, sales leaders can make better decisions, such as scaling back sales efforts for lower value orders. This level of efficiency not only reduces costs but also allows sales leaders to profitably pursue lower-margin business. However, they have about 30% more sales staff in support roles.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

AUGUST 9, 2012

It's impossible to know all the insight types that you can hope for, but it is imperative that you have several to bank on that can help sales force members answer key questions. Before jumping in to join this new technology wave, learn what it takes, and prove some of the benefits in small steps before scaling.

Sales 15

Sales Sales Sales Management Banking 15

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. Most companies screen sales candidates on "gut feel," which does not scale. Five years later, my team is now 200 employees strong.

Sales 16

Sales Sales Sales Funnel Scaling 16

Harvard Business Review

APRIL 5, 2012

A district sales manager says: "These district sales rankings are unfair. Smart sales forces know that market potential is the keystone for both strategic and tactical sales force decision-making. Market potential adds insight to sales planning. For example: • Sales force strategy and scale.

Sales 10

Sales Sales Sales Management Accounts 10

Harvard Business Review

JANUARY 30, 2017

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force.

Sales 15

Sales Sales Compensation Sales Management 15

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. Things escalate and spread from there.

Sales 13

Sales Sales Banking Account Management 13

Harvard Business Review

JUNE 10, 2016

The “death of a salesman” is an overplayed trope, but the road ahead does mean significant changes for how sales work is done. The changes are primarily focused on automating activities rather than individual jobs, but the scale of those changes is likely to profoundly disrupt what sales people do.

Sales 14

Sales Sales Sales Management Operations 14

Harvard Business Review

JUNE 22, 2015

With increasing velocity has come expansion in scale and reach. What Salesforce.com did for sales management and NetSuite did for financial management, software-as-a-service providers will do for marketing, by automating much of what marketers do every day.

Advertising 15

Advertising Marketing Media Software 15

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. Here are some insights on how Splunk avoided the blind spots as it scaled.

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. Here are some insights on how Splunk avoided the blind spots as it scaled.

Sales 8

Sales Sales Recruitment Sales Management 8

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

NOVEMBER 13, 2015

Provided there is sufficient scale, companies can benefit from centralizing and streamlining incentive plan administration. In addition, distrust of the old systems had caused salespeople and managers to spend as much as 10% of their time checking the accuracy of sales data and incentive calculations. Centralize Administration.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

SEPTEMBER 18, 2014

Cheryl, a sales manager for an electrical supply distributor, recently bemoaned to me the cost cutting that has ravaged her firm, which merged years ago with a larger competitor, then was bought successively by three private equity companies. But I was only focused on the bottom line.

Real Estate 9

Real Estate Insurance Sales Management Travel 9

Harvard Business Review

OCTOBER 9, 2018

Scaling Your Team’s Data Skills. Just taking this one step can motivate others in the company to start thinking about ways that they can do the same thing in their own roles — after all, the sales team must be doing something right to be singled out during the all hands meeting. Insight Center. Sponsored by Splunk.

Sales 14

Sales Sales Metrics Sales Management 14

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. Increased effectiveness by specializing inside salespeople by industry, product or activity, without the increased territory size penalty that specialization creates for field sales teams.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

APRIL 10, 2013

The personal connection is equally important in B2B as B2C sales — so long as you are not just competing on price and there is risk in the purchase decision, prospects will always be inclined to buy from someone they feel they know, like, and trust. Deliver highly personalized service at scale.

Sales 8

Sales Sales B2C B2B 8

Harvard Business Review

AUGUST 14, 2017

While past quantitative research has investigated some of these issues, in our recent study we focused on an under-researched aspect of salesforce compensation: sales quotas. To answer this question, we conducted a large-scale field experiment at a major retail chain in Sweden.

Sales 8

Sales Sales Compensation Sales Management 8

Harvard Business Review

JANUARY 5, 2018

Although long ignored, these middle management positions have become increasingly recognized as critical to executing a company’s strategy. In sales-driven companies (think pharmaceuticals and industrial equipment), they are often field sales managers who direct dozens of salespeople in the highest-volume regions.

Retention 8

Retention Human Resources Compensation Sales 8

AIHR

DECEMBER 20, 2022

Ability Requirements Scales. Effectiveness ratings per job analysis method on a 5-point scale ( source ). Next to Critical Incident Technique, Task Inventory and Functional Job Analysis, there are multiple other job analysis techniques. These include: Threshold Traits Analysis. Position Analysis Questionnaire. Job Elements Method.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

Walk Me

AUGUST 9, 2021

For instance, several researchers have developed “scales” and characteristics of servant leaders, such as that of Larry Spears. Digital transformation leaders will require different leadership traits from sales managers, who will require different leadership traits from board members, and so forth.

Digital Transformation 64

Digital Transformation Sales Management Government Scaling 64

Peter Winick

FEBRUARY 3, 2025

Rajeev Kapur You’re a new international sales manager. My day job is helping people with big insights take them to scale through the practice of thought leadership. He goes, okay, well, looks like you got the job. I go, which I did. I just get a job. Bill Sherman Did I just sign up for it? Yeah, because.

Accounts 171

Accounts Media Sales Sales 171