Harvard Business Review

JANUARY 25, 2012

Tommy was a director and Jane was the Midlands regional sales manager for Egan & Sons, a supplier of doors and staircases to Westmid for 63 years. But he could not shake his newfound awareness of the amount of money Egan was losing with Westmid — the account's ratio of operating income to sales was a negative 28%.

Sales 15

Sales Sales Accounts Sales Management 15

Harvard Business Review

FEBRUARY 26, 2013

For sales managers, this is not an easy question to answer. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. Add a Salesperson when there are Enough Sales to Pay for that Person. Split a Territory as Soon as Its Sales Hit a Threshold Level.

Sales 8

Sales Sales Revenue Travel 8

Harvard Business Review

JANUARY 28, 2015

A traveler arrives in a foreign country and attempts to use his credit card to make a purchase. Customer journeys today are a complex series of interactions across multiple channels and platforms, where each point of contact has the potential to encourage the sale or derail it entirely. Build a structure for collaboration.

Operations 12

Operations Metrics Onboarding Sales 12

Harvard Business Review

MAY 31, 2016

The only issue for him was the frequency and distance of travel,” Ronald explains. Cheri Spets Farmer, the principal consultant at Grace Bay Group came very close to losing a valued team member when she was the general sales manager at a television station. Case study #3: Resist the counteroffer.

Performance Review 15

Performance Review Travel Compensation Retention 15

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.

Real Estate 9

Real Estate Insurance Sales Management Travel 9

Harvard Business Review

JANUARY 24, 2018

For instance, a sales manager’s plan might include identifying important milestones coming up that need to be handled, and whom they can delegate to for both the short-term (the presentation in two weeks) and the slightly longer term (managing the client relationship over the next two months). Create a Plan B.

Deliverables 8

Deliverables Insurance Sales Management Travel 8

Harvard Business Review

JULY 22, 2013

He was a native speaker, understood the Italian work culture better, and had a background in sales. He was always home by 5 PM, did all the grocery shopping and cooking, and made a point of never traveling on weekends. He and Dante, the company''s sales manager, had secured several huge accounts in the past year.

Sales 8

Sales Sales Benefits Sales Management 8

Peter Winick

AUGUST 21, 2023

You write books, travel for keynote speaking, network with other experts and create lots of content. 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. Thought leading is a busy life! This is Peter Winick.

Marketing 130

Marketing Sales Sales Revenue 130

AIHR

DECEMBER 20, 2022

Sales job analysis example. Job title Sales Representative Classification Full-time employee Department Sales Location Mill Creek, Washington Pay grade Level I Job requirements Summary of position Ensures current customers have the products and services they need. Meets annual sales goals. Job analysis examples.

Job Analysis 98

Job Analysis Sales Sales Recruitment 98

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 I spent the next 4 to 5 months just traveling all over the Middle East from Egypt to I went to Dhahran, Riyadh, which city?

Accounts 184

Accounts Media Sales Sales 184

Mind Tools Team Management

FEBRUARY 3, 2022

After travelling door to door selling her products throughout the South and Southeastern parts of the country, by 1910 she’d made enough to build her own manufacturing center, which included a factory, hair and manicure salon, and a training school. Nominated by Katie Danes, Custom Sales Manager at Mind Tools for Business.

Engineering 52

Engineering Hospitality Travel Inclusion 52

Harvard Business Review

OCTOBER 28, 2015

One survey we recently did helped us distinguish between what business and leisure travelers look for in a hotel. It told us that we needed to work on winning back a greater proportion of business travelers as leisure guests, and positioned us to increase that by 6% over the following six months. However, beware the opposite.

Hospitality 15

Hospitality Media Travel Transportation 15