Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets. Manufacturing produces it. Finance puts the systems in place to track the money coming in.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

MARCH 1, 2016

Sales professionals make decisions every day about what prospects and customers they will be meeting with, what products or services they will highlight in their pitches, and even what elements of your value proposition they will emphasize. Focus the team on creating value beyond the products and services it sells. McKinsey & Co.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

MARCH 18, 2015

They are fixated on achieving goals and continuously measure their performance in comparison to their goals. For example, 52% of high- performing salespeople indicated they were power users who take full advantage of their company’s CRM technology and internal systems compared to only 31% of underperforming salespeople.

Comparison 8

Comparison Morale CRM Influence 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. But good planning and proper leadership support can help. To spur growth, the company committed to a strategy of diversifying their product offering.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

JULY 27, 2017

However, despite these massive resources and C-level attention, all this corporate venturing seems to be failing to accomplish strategic innovation goals. Similarly, Charles Schwab was the early adopter client of Siebel’s revolutionary CRM system.

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 8

Ask Atma

JANUARY 2, 2011

They ran productive meetings. And the Fundaments of managing by objectives : Cascading of organizational goals and objectives, (For example, a top level goal of increasing sales by 20% over a defined period may require a bottom level goal of increasing marketing effectiveness or marketing coverage in order to reach the sales set.).

Management 40

Management CRM Objective Human Resources 40

Strategy Driven

JUNE 29, 2015

Here are five more sales concepts from my original list to put more sales on your CRM and more money in your ATM. Most salespeople wait until the end of the month, in panic mode, to try to close THE ONE DEAL that they absolutely need in order to make their goal or quota. Get your pipeline full. FREE StrategyDriven Trial Membership.

CRM 50

CRM Customer Loyalty Competitive Advantage Books 50

Harvard Business Review

AUGUST 5, 2015

It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales. In each step, sales people are expected to perform a series of tasks, usually sequentially, in order to close.

B2B 8

B2B AIDA AIDAS Disintermediation 8