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 10

Team Metrics Compliance Attrition 10

Harvard Business Review

JULY 25, 2017

But the rise of cloud computing and open APIs has changed the game for the industry, allowing small businesses to take advantage of data in entirely new ways. For example, if you’re a clothing boutique, you need accounting integration, employee management, and sales tax automation. Insight Center. Crossing the Digital Divide.

Loyalty 8

Loyalty Retail Real Estate Discount 8

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 10

Media ROI McKinsey Survey 10

Harvard Business Review

APRIL 12, 2018

Many industries have had to downsize sales forces. sales reps following an industry-wide downsizing trend. sales reps following an industry-wide downsizing trend. Gradual sales job reduction can be effective when the need to make cuts is not urgent and the process is well-managed. japatino/Getty Images.

How To 8

How To CRM Uncertainty Cost 8

Harvard Business Review

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too. CAPTION TEXT HERE/Getty Images. The Pros and Cons of a Single Sales Role.

Business Model 9

Business Model Guidelines Team Incentives 9

Harvard Business Review

JANUARY 6, 2016

CRM), tools (e.g., data management, analytics), infrastructures (e.g., Here are examples from several industries. Too many sellers have wasted millions of dollars on sales technologies such as CRM systems and data warehouses that never lived up to their potential. Systems (e.g., mobile, cloud), and information (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

MARCH 23, 2015

We have a global audience that has an unending thirst for mobile content, and a sophisticated CRM database that allows us to be a state-of-the-art marketing operation. We talk about things like yield management, demand curves, and perishable inventory — factors that dictate our pricing strategies.

Price 8

Price Team Sports Franchising 8

Harvard Business Review

SEPTEMBER 29, 2014

Some will remember or hear stories of failed projects – big investments to give salespeople tablet computers, to develop data warehouses, and implement CRM systems that ended up racking up huge costs, while generating little value for customers and salespeople. Helping sales managers. It’s not the data and technology that matter.

Incentives 11

Incentives CRM Metrics Benchmarking 11

Harvard Business Review

NOVEMBER 6, 2013

The rich fertility of ideas in even one corner of Africa show that the undercurrents beneath the veneer of calm in the enterprise IT space are fierce, and a whole range of industries could be disrupted when the emerging-market boom comes. Here we go: 1. Enterprise IT with an ‘Infrastructure Patch’.

CRM 8

CRM Marketing Supply Chain NGO 8