Strategy Driven

DECEMBER 18, 2014

Communicating with colleagues, manipulating spreadsheets, entering customer information into a CRM… these are all examples of time-consuming manual processes that can be done better and faster by someone (or something) other than you. Relate Articles: StrategyDriven Human Performance Management Forum.

CRM 70

CRM Software Efficiency Learning Curve 70

Strategy Driven

JANUARY 14, 2016

I’m selling insurance. Here is another one: Halfway into a sales call, my client got hooked on his own agenda and didn’t hear reality: Prospect: Well, we don’t have a CRM system that operates as efficiently as we would like, but our tech guys are scheduled 3 years out and our outsourcing group’s not available for another year.

Succession 50

Succession CRM Case Study Efficiency 50

Harvard Business Review

SEPTEMBER 21, 2016

Making the situation worse, many companies rely on customer relationship management (CRM) systems that use algorithms to generate sales plays following a trigger event. One large property management company implemented a feedback system last year for its office and retail customers.

Team 8

Team CRM Supply Chain Insurance 8

Harvard Business Review

NOVEMBER 22, 2016

banking and insurance businesses. Those events trigger USAA to contact the customer at just the right time, with just the right offer, such as auto insurance when a customer’s daughter is about to turn 16. A similar story can be told in retail banking, insurance, credit cards, retail, and other industries.

Insurance 8

Insurance P&L Telecommunications CRM 8

Harvard Business Review

OCTOBER 13, 2016

As business leaders and managers, we have become increasingly capable of engaging a workforce that is some combination of virtual and on site, part time and full time, permanent and contingent. Take, for example, the car insurance industry. We are at an interesting tipping point regarding how and where work gets done.

Disaggregation 8

Disaggregation Insurance Technology CRM 8

Harvard Business Review

MAY 16, 2017

So here’s how she made sure her résumé attracted the attention of hiring managers when she started applying for chief administrative officer (CAO) positions. Manage junior staff and evaluate performance. Manage and evaluate performance of work-study students and graduate assistants.

COO 13

COO Chief Operating Officer Transportation Real Estate 13

Harvard Business Review

OCTOBER 21, 2015

I’m convinced that the ingredient for the effective use of data and analytics that is in shortest supply is managers’ understanding of what is possible. And u nfortunately, there aren’t a lot of other good options out there for non-quantitative managers who want to learn about analytics. Managing Yourself Book.

Analysis 8

Analysis Supply Chain CRM Banking 8

Harvard Business Review

DECEMBER 21, 2011

Sales force complacency and high new salesperson turnover : At an insurance company, tenured salespeople had amassed large territories and now "owned" so many high-potential accounts that they didn't have enough time to provide adequate service and coverage to all of them. As sales took off, management continued to "share the wealth."

Company 13

Company Market Penetration Long-term Short-term 13

Harvard Business Review

MAY 22, 2015

For instance, the report could be a bulleted list of key findings for portfolio managers who just need the facts, or it could be a lengthy detailed summary to meet an investor’s needs. Wealth management is starting to see this benefit. To do this work, the system starts with the goals of the report (e.g.,

Benchmarking 8

Benchmarking Analysis Report CRM 8

Harvard Business Review

JUNE 19, 2015

For example, it is a systemantic problem that the typical automated operations system (including Enterprise Resourcing Planning, Customer Relationship Management, e-commerce, and e-business solution systems) is unable to complete a whole process, end-to-end. Poppy hands over the exceptions to her human teammates for processing. .”

Case Study 8

Case Study Software Process Operations 8