Harvard Business Review

AUGUST 9, 2012

The history of Customer Relationship Management (CRM) systems holds valuable lessons. The first wave of CRM systems got a boost with success stories in an HBR Article (" Automation to Boost Sales and Marketing ") in 1989 by Moriarty and Swartz. Billions of dollars and millions of hours were spent to build and operate these systems.

CRM 13

CRM Micromanagement Technology Maturity 13

Harvard Business Review

DECEMBER 29, 2014

According to “Spin Selling” author Neil Rackham, when Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. •Administer quarterly sales incentive compensation plans and the goal setting process.

Offshoring 9

Offshoring Outsourcing Analysis Incentives 9

Harvard Business Review

JULY 25, 2017

While the business case for embracing technology is widely documented, retailers have historically shied away, given the high cost and operational complexity. 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. Insight Center.

Loyalty 8

Loyalty Retail Real Estate Discount 8

Harvard Business Review

JANUARY 9, 2014

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. As organizations have begun to see the benefits of collaboration, they’ve also, unsurprisingly, started to change their sales incentives and reward systems.

Team 9

Team Metrics Compliance Attrition 9

Harvard Business Review

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The subscription sales trend in cloud computing (and many other industries) means more companies are facing a classic sales management dilemma: Should the same salesperson be responsible for both account acquisition and account management?

Business Model 9

Business Model Guidelines Team Incentives 9

Harvard Business Review

MARCH 23, 2015

These aren’t mom and pop operations anymore. We now have entire conferences dedicated to the analytics of our business and our basketball operations. 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.

Price 8

Price Team Sports Franchising 8

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. Presumably, the same logic operates in places like Bangladesh, Nicaragua, and Papua New Guinea.

CRM 8

CRM Marketing Supply Chain NGO 8