Strategy Driven

DECEMBER 2, 2013

Every salesperson who has a CRM – SalesForce.com , Microsoft Dynamics, whatever it is – is required to put stuff into their computer on an everyday basis for every sales call they make and there’s one universal truth about it: they all can’t stand it. Do I need two different approaches? Gerhard, No. Ask your vendors.

Real Estate 50

Real Estate CRM Ryan Open-book 50

Harvard Business Review

DECEMBER 29, 2014

•Administer quarterly sales incentive compensation plans and the goal setting process. •Manage sales force automation and CRM systems and processes. Operations: Tasks such as administering quarterly incentive compensation plans or managing sales force automation systems require specific technical knowledge.

Offshoring 9

Offshoring Outsourcing Analysis Incentives 9

Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. These salespeople earned lucrative commissions on sales to current customers and had little incentive to hunt for new customers. Manufacturing produces it.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

MAY 19, 2014

Clayton Christensen first documented this phenomenon in his study of the disk drive industry , and found that new companies targeting existing customers succeeded 6% of the time, while new companies that targeted non-consumers succeeded 37% of the time. Oculus, of course, was wildly successful.

Entrepreneur 8

Entrepreneur Advice Disruptive Innovation CRM 8

Harvard Business Review

JANUARY 26, 2017

Companies fail to get the most out of the $12 billion a year they spend on sales enablement tools and the billions more on CRM technology. Simultaneously, sales managers went through a series of development sessions to develop their coaching skills. They revamped their compensation and performance evaluations.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. The key difference is the degree to which reps have taken advantage of new technology (largely built into their CRM system) to share and learn from one another.

Team 9

Team Metrics Compliance Attrition 9

Harvard Business Review

AUGUST 15, 2014

But look at what that survey also found: “Less than 40% of executives say their companies have accountability measures in place, either through targets, incentives, or ‘owners’ of digital programs, while only 7% say their organizations understand the exact value at stake from digital.” are picking up steam.”

Media 9

Media ROI McKinsey Survey 9