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

Peter Winick

JANUARY 9, 2023

Listen in to hear some great insights from four amazing guests: Kelly Wright is the Founder of Culture Driven Sales which helps companies create exceptional cultures. Kelly helps us connect thought leadership and sales. Kelly shares what sales can do to aid in that goal and the tools they’ll need to succeed. Transcript.

Sales 130

Sales Sales Media Human Resources 130

AIHR

AUGUST 23, 2022

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. Then you risk losing high-potential employees who have been overlooked.

Leadership Development 145

Leadership Development Recruitment Sales Sales 145

Peter Winick

NOVEMBER 10, 2022

In addition, we can help you implement marketing, research, and sales. He has been inducted into the Speaker’s Hall of Fame in the eighties, a legend in the speaking profession speaker icon, top five inaugural class of the Top Sales World Hall of Fame and number one World Pop Communication gurus. Contact us for more information.

Sales 130

Sales Sales Scaling Marketing 130

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

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. Create a candidate shortlisting scorecard The next step in the shortlisting process is to create a candidate shortlisting scorecard.

Recruitment 75

Recruitment Sales Sales Software 75

Peter Winick

AUGUST 21, 2023

As the Founder of Box of Crayons, Michael ensured the company benefitted from his best-selling books and reputation, but also ensured the sales training could stand without him. In addition, we can help you implement marketing, research, and sales. Contact us for more information. Transcript Peter Winick And welcome, welcome, welcome.

Marketing 130

Marketing Sales Sales Revenue 130

Zenefits

FEBRUARY 7, 2023

Sales incentive A company’s sales teams may receive the most opportunities for incentive compensation. In addition to salary and commissions, individual and sales team incentives may be offered as part of the total sales compensation plan. These are most effective when paid at intervals on a sliding scale.

Compensation 52

Compensation Sales Sales Retention 52

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. companies with effective pipeline management had an average growth rate of 5.3,

Revenue 15

Revenue Sales Sales Sales Management 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. There were four tactics I wanted to be laser focused on to achieve this mission: Hire the same successful sales person every time. Hire the same successful sales person every time.

Sales 16

Sales Sales Sales Funnel Scaling 16

Harvard Business Review

AUGUST 22, 2017

“What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. Wins are the most common metric used across sales roles and industries. Deconstruct Your Sales Funnel.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

SEPTEMBER 6, 2013

Over the past decade, I''ve worked closely with hundreds of vice presidents of sales, and like all of people, each has a unique personality. 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. Some are gregarious.

Sales Management 8

Sales Management Sales Sales Manager 8

LSA Global

MARCH 14, 2019

Each participant was asked for one example of how “coaching conversations with your manager have made a significant difference in a sales situation.” 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

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. All of this increased complexity means sales leaders must rethink how they source leads, manage pipelines, and sell more effectively. They measure sales ROI differently.

Sales 15

Sales Sales ROI Marketing 15

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. Consider two examples.

Sales 15

Sales Sales Compensation Sales Management 15

Harvard Business Review

AUGUST 9, 2012

You've heard the pitch: "You now have a huge volume, variety, and velocity of customer data, sales transaction data, competitive data, and sales activity data. It's not that simple, especially for sales forces. The history of Customer Relationship Management (CRM) systems holds valuable lessons. It's not about big data.

Sales 15

Sales Sales Sales Management Banking 15

Harvard Business Review

SEPTEMBER 20, 2016

The CEO of Wells Fargo, John Stumpf, apologized in front of a congressional panel Tuesday , saying in a statement , “I accept full responsibility for all unethical sales practices.” ” That speaks to why they did this in the first place: To meet sales quotas and earn incentives. Will eliminating sales goals do it?

Sales 13

Sales Sales Banking Account Management 13

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. Mike, can you give us some examples of companies that are shifting resources into inside sales? Yes absolutely, over the last several years B2B companies have been ramping up their inside sales investment.

Sales 11

Sales Sales B2B Accounts 11

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. Some argue that having a single global plan for each sales role (e.g.

Sales 12

Sales Sales Compensation Administration 12

Harvard Business Review

AUGUST 16, 2011

For many managers this is an important question: How far do I keep going on a project before I declare that it's "good enough" — and that further effort will not significantly change the outcome? Several years ago I worked with a project team charged with increasing sales to its large corporate customers.

Sales 17

Sales Sales Scaling Sales Management 17

Harvard Business Review

JUNE 10, 2016

The trend is heating up the sales field as well, enabling entirely new ways of selling. For example, AI applications can take over the time-consuming tasks of initiating contact with a sales lead and then qualifying, following up, and sustaining the lead. But what do they mean for sales — and the people who do it?

Sales 14

Sales Sales Sales Management Operations 14

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

APRIL 5, 2012

A regional sales director says: "The Pittsburgh territory is vacant again. 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. Sales force deployment.

Sales 11

Sales Sales Sales Management Accounts 11

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. Instead, we found quite the opposite.

Sales 8

Sales Sales Compensation Sales Management 8

Harvard Business Review

APRIL 10, 2013

Although many companies started with social media monitoring and customer service, it''s exciting now to see a growing number go beyond the reactive and harness Facebook, LinkedIn, and Twitter for sales and customer engagement and service. Deliver highly personalized service at scale.

Sales 8

Sales Sales B2C B2B 8

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

OCTOBER 9, 2018

Scaling Your Team’s Data Skills. Has the company decided to pursue a new business vertical based on data collected by the sales team in the field? You can also encourage team leads and managers to be more deliberate about highlighting successful outcomes from using data. Insight Center. Sponsored by Splunk.

Sales 14

Sales Sales Metrics Sales Management 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

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

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

AIHR

DECEMBER 20, 2022

Ability Requirements Scales. Effectiveness ratings per job analysis method on a 5-point scale ( source ). Sales job analysis example. Follows a sales process that involves contacting prospects, following up, presenting products and services, and closing sales. Meets annual sales goals. Job Elements Method.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

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

Peter Winick

FEBRUARY 3, 2025

It’s easy to say, hey, I’ve got this great sales account, whatever. Job, by the way, was 100% commissioned sales. Rajeev Kapur You’re a new international sales manager. So think about sales. It’s easy to be comfortable. But you know what? First of all, raising my hand. I go, which I did.

Accounts 171

Accounts Media Sales Sales 171

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