15Five

OCTOBER 21, 2021

If, for example, the organization’s learning goal is to empower new hire success through onboarding, then sell this to each manager. Like, a Sales team manager, whose goal is to increase sales, having efficient onboarding training can get their new hires up to speed and selling faster.

Manager 105

Manager Onboarding Sales Sales 105

AIHR

JUNE 19, 2023

When that happens, it can be tricky for a team, manager, or even a whole business to adapt. The employee who leaves might have a particular skill few others can do, or it could create a lot of extra work for the team. The world of staffing and HR can quickly change.

Recruitment 105

Recruitment Succession Planning Staffing Implementation 105

Harvard Business Review

SEPTEMBER 3, 2024

AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback, helping salespeople refine their communication and engagement strategies.

Sales 28

Sales Sales Implementation Manager 28

Harvard Business Review

MARCH 15, 2024

Although the business environment is completely different than it was 20 years ago, the way most companies structure sales quotas and compensation has not evolved to keep up. To effectively compensate your sales team, follow these five steps. They should then identify what is actually driving growth.

Compensation 29

Compensation Sales Sales Marketing 29

Harvard Business Review

MARCH 7, 2024

Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But, like any tool, digital systems are only as good as their users.

Sales 29

Sales Sales Manager Team Management 29

Harvard Business Review

NOVEMBER 28, 2023

In the past, hours of leg work and research were required to create relevant and resonant sales interactions. Modern sales platforms have the potential to help the average seller get to expert-level preparedness, in a fraction of the time, increasing their relevance and credibility with buyers.

Sales 28

Sales Sales Team Management Marketing 28

AIHR

OCTOBER 26, 2023

For instance, a PDP for a Business Development Manager could focus on refining various skills and acquiring new knowledge to increase business opportunities and revenue. For instance, an employee in sales might set a goal to increase sales by 15% in the next quarter through enhanced customer engagement strategies.

Implementation 105

Implementation Onboarding Benefits Travel 105

AIHR

MARCH 3, 2023

Performance management improves individual and team performance which helps businesses achieve their goals and objectives. For example, if a business objective is to grow revenue, effectively managing the performance of your sales employees can help you achieve this.

Performance Management 142

Performance Management Manager Metrics Performance Review 142

Harvard Business Review

JUNE 24, 2022

A playbook to help sales reps nudge customers off the fence.

Sales 22

Sales Sales Team Management Marketing 22

Harvard Business Review

AUGUST 22, 2023

Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.

Sales 19

Sales Sales Team Management Manager 19

AIHR

SEPTEMBER 7, 2023

For instance, HR professionals often negotiate compensation, and negotiation skills are valuable in sales and contract management. This skill is valuable for leadership roles, team management, and any position requiring effective communication. Emotional intelligence is also an important HR skill.

Human Resources 119

Human Resources Administration Recruitment Diversity 119

Harvard Business Review

JULY 20, 2023

As sales teams are stretched thin and face change initiatives and strategy shifts, using the sprints made popular by agile can help them focus on priorities that will drive results. At the heart of this is a cadence of structured, weekly meetings between the manager and the salesperson.

Sales 19

Sales Sales Manager Project Management 19

AIHR

AUGUST 16, 2023

Usually, line managers are responsible for people management in their departments, with the HR department providing guidance and assistance. HR professionals work alongside team managers to help provide feedback and leadership to employees to enable them to work cohesively with the team and meet their career goals.

Manager 98

Manager Retention Performance Management Human Resources 98

Harvard Business Review

SEPTEMBER 18, 2024

Three obstacles to digital adoption — and a playbook for overcoming them.

Sales 28

Sales Sales Digital Transformation Team Management 28

Harvard Business Review

JULY 23, 2012

Many will argue for the team of excellent salespeople: "It's salespeople — not managers — who develop and nurture the customer relationships that drive sales.". Replacing one average manager is easier than replacing an entire team of average salespeople.". "An Consider the following evidence.

Sales 18

Sales Sales Manager Sales Management 18

AIHR

MAY 19, 2021

Hierarchies organized themselves primarily along functional areas such as Sales, Marketing, or Human Resources. In the beginning, they separated into management, clerical, and production groups. Sales managers in businesses like auto dealerships can develop strong relationships with customers by providing a personalized touch.

Operations 97

Operations Digital Transformation Project Management Marketing 97

Harvard Business Review

MARCH 18, 2025

A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.

Sales 19

Sales Sales Team Management Manager 19

Harvard Business Review

MAY 3, 2023

Getting your sales team on board with your strategy shouldn’t be an afterthought.

Sales 16

Sales Sales Team Management Marketing 16

Harvard Business Review

APRIL 1, 2025

Salespeople with a purpose beyond making money outsell those who are focused exclusively on targets and quotas.

Sales 21

Sales Sales Team Management Marketing 21

Harvard Business Review

JANUARY 4, 2022

Your leadership team might be at the root of the problem.

Sales 24

Sales Sales Team Management Marketing 24

AIHR

AUGUST 8, 2023

Managing the interview and hiring process: The talent acquisition team manages the entire interview and hiring process. The team also provides timely updates and feedback to candidates throughout the process, maintaining a positive employer brand.

Recruitment 98

Recruitment Diversity Inclusion Metrics 98

AIHR

MAY 9, 2022

Sales increase, revenues grow, and company culture is enhanced. Ideal for small teams, managers can also allow the best performers to join management team meetings. Encourage such employees to present their innovative ideas to upper management. Employee engagement improves business performance.

Employee Engagement 98

Employee Engagement Onboarding Retention Implementation 98

AIHR

FEBRUARY 27, 2023

In addition to attending leadership and professional development training, potential chief talent officers must acquire other critical skills like team management, communication, and conflict management. To be a leader, you must first be a role model by excelling in your current HR role.

Staffing 98

Staffing Recruitment Retention Succession Planning 98

Vantage Circle

NOVEMBER 20, 2019

" For example, in the case of sales team performance management, it will be like: “We will increase our sales by 10% in 3 months by running extra promotions.”. Before setting your team goal, look at your data set for relevant insights. It also contains a blog space for articles written by your team members.

Metrics 45

Metrics Performance Management Sales Sales 45

AIHR

AUGUST 24, 2021

As an HR team, it’s also essential that you consider what the rest of the organization is measuring. Although you may be focused on measures like turnover and time to hire , the business is concerned with sales, profits, customer and client satisfaction, etc. Quantify the data. Is our turnover rate high or low for our industry?

Employee Engagement 105

Employee Engagement Benchmarking Metrics Benefits 105

Harvard Business Review

JULY 24, 2023

In the authors’ experience leading and coaching sales teams, they see evidence that a brief, well-pointed sales retrospective, where you unpack the reasons behind a win or a loss, can significantly improve a team’s future win rate. But very few take the time to assess why they won the business.

Sales 16

Sales Sales Marketing Benefits 16

Harvard Business Review

OCTOBER 31, 2022

The right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times.

Sales 21

Sales Sales Revenue Team Management 21

Harvard Business Review

DECEMBER 9, 2021

Misalignment is more common — and costly — than you might think.

Sales 24

Sales Sales Marketing Team Management 24

Harvard Business Review

JUNE 6, 2022

Four practices to help organizations evolve.

Sales 20

Sales Sales Digital Transformation Team Management 20

Harvard Business Review

JANUARY 11, 2023

Shifting mindsets create new risks — and new opportunities.

B2B 21

B2B Sales Sales Team Management 21

Harvard Business Review

APRIL 22, 2022

Trying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off.

Scaling 19

Scaling Sales Sales Team Management 19

Harvard Business Review

JANUARY 24, 2022

Buyers expect the same level of service and flexibility as when they shop in their personal lives.

B2B 20

B2B Sales Sales Digital Transformation 20

Harvard Business Review

OCTOBER 1, 2024

They found that only 15% of CEOs and sales teams have a customer-centric strategy. Researchers analyzed data from more than 1,000 customer-centricity transformation projects over the past 25 years.

Sales 27

Sales Sales Marketing Team Management 27

Harvard Business Review

DECEMBER 16, 2021

How to tailor your advice to your reps’ needs — and build a culture where they help each other.

Sales 19

Sales Sales Team Management Marketing 19

Harvard Business Review

MARCH 5, 2025

A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals.

Sales 15

Sales Sales Team Management Marketing 15

AIHR

OCTOBER 3, 2023

Have an understanding of finances, marketing, sales, recruitment, training, analytics, and HR to enact positive change. Leadership: Lead and motivate an HR team, manage several projects at any given time, and provide guidance to managers on employee issues, including performance management , disciplinary actions, and termination.

Human Resources 105

Human Resources Manager Compensation Recruitment 105

Harvard Business Review

FEBRUARY 22, 2023

Connecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance.

Sales 20

Sales Sales Onboarding Human Resources 20