Harvard Business Review

JUNE 16, 2015

If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. Companies will spend about $30 billion on CRM alone by the end of 2015, according to Gartner. A confusion between efficiency and optimization plagues many sales efforts.

Productivity 8

Productivity Products CRM Efficiency 8

Harvard Business Review

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Defining and tracking success metrics. Core Competencies.

Productivity 8

Productivity Products Core Competence Management 8

Eric Jacobson

MARCH 18, 2013

Develop meaningful metrics. The difference is that the cluster funnel is collapsing giving way to digital, mobile, and social moments of truth are missed by businesses because they believe technology is only used by people seeking consumer products. Identify the gap. Define the strategy. You know that's not true.

B2B 56

B2B B2C Technology CRM 56

Harvard Business Review

SEPTEMBER 21, 2016

Looking at one metric for gauging customer advocacy, the Net Promoter Score, promoters are worth nearly three to seven times more in lifetime value than detractors, depending on the market. They become promoters because they’re delighted with your products or service, and maybe the entire experience surrounding the product.

Team 8

Team CRM Supply Chain Insurance 8

Harvard Business Review

MARCH 10, 2017

Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. By seeing exactly where and how people spend their time — rather than relying on recollections, anecdotes, or assumptions — executives have a solid basis for taking actions that will raise productivity.

Software 10

Software Metrics CRM B2B 10

Harvard Business Review

MARCH 31, 2015

So consider what more productive event spending means for the bottom line. Goals can range from lead generation or gaining access to decision makers to actually selling products or services — measured against the expense and opportunity cost of that event. There’s not just one rationale for events.

CRM 8

CRM ROI Budgeting Public Relations 8

Strategy Driven

SEPTEMBER 19, 2021

Is the platform compatible with your CRM/database? These are just a handful of the essential metrics you should be paying attention to. While it’s a wonderful marketing technique for increasing product sales and brand recognition, it only works if you treat your members well. Followers/members. Referral traffic.

Tips 84

Tips Succession Brand CRM 84

Harvard Business Review

JULY 3, 2015

Example: Carol owns a small business and needs a customer relationship management (CRM) platform. However, they do not promote your brand and they may switch easily to other products. Example: Jim’s firm has used the same CRM software for ten years. Example: Jacob loves his CRM software and has become an expert in its use.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

JANUARY 29, 2013

Managements may want to dramatically improve productivity but they're decidedly mixed about comparably increasing their accountability. The teachers' union argues the metrics are an unfair and pseudo-scientific tool to justify firings. Accountability is often the unhappy byproduct rather than desirable outcome of innovative analytics.

Resistance 8

Resistance Organization Supply Chain CRM 8

Harvard Business Review

JANUARY 9, 2014

Collaboration is better not only among the reps selling into different parts of that customer organization but also across the product and marketing teams charged with building and positioning broader solutions for the customer. Its structure, skills, metrics, and rewards have mostly remained the same. million in incremental revenue.

Team 10

Team Metrics Compliance Attrition 10

Strategy Driven

JULY 22, 2018

Resources, time and effort are saved with SharePoint’s collaboration and productivity capabilities, which allow companies to focus more on higher business priorities. While there are many tools associated with SharePoint, the following generally feature the most easy to understand applications for business operations: CRM Tools.

Technology 50

Technology CRM Document Project 50

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

FEBRUARY 12, 2016

People were asked about GM products, upholstery textures, colors, vehicle designs, and technology, and their feedback was incorporated into GM vehicles. The CoE has worked with IT and purchasing to procure a global set of tools for social media management, which are also integrated with our CRM systems. But where and how do you start?

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

OCTOBER 13, 2014

By forcing organizations to clearly articulate their goals and then to rigorously judge their decisions by those metrics, experimental tests can help managers avoid costly mistakes and can open up the consideration of other possible solutions. Take the issue of productivity. That’s where experimental testing comes in.

Flextime 11

Flextime Call Center Human Resources CRM 11

Harvard Business Review

JULY 12, 2012

Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. To gain an understanding of our product, every new salesperson creates a blog and a website from scratch during their initial training. 500 List.

Team 14

Team Analysis CRM Quality 14

Ask Atma

MAY 5, 2012

It is now possible to shift a large part of the market research into the product development phase. You call this your minimum viable product (MVP). This float refers to the amount of time it takes a vendor to understand whether their product suits the market’s interests. 4) Next you describe your Minimum Viable Product.

Business Model 93

Business Model Ries Agility Entrepreneur 93

Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Reps selling CRM services have vastly different tasks than reps selling communication tools.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

MARCH 27, 2015

They’re striving to assess people strictly on merit: how productive they are, how well they collaborate, how much value they create. So then we explain the metrics away rather than using them to learn what’s working and improve the things that aren’t. How do we fix that? What led to those striking results?

Sports 8

Sports Metrics Retail CRM 8

Harvard Business Review

APRIL 29, 2015

Every day we hear of a product, a movie, or even a person that rises or falls based on buzz alone. These engaged customers don’t just buy your products again and again. Gray social media exists inversely proportional to the capabilities of your monitoring and metrics systems. They encourage others to do it, too.

Loyalty 8

Loyalty Content Audience CRM 8

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. But Gartner research (see here and here ) indicates a very different contemporary buying reality.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

OCTOBER 16, 2018

ConnectMe leverages the world’s leading CRM cloud solution, Salesforce, to help organizations navigate the changing workplace and deliver an exceptional employee experience. Measurement and metrics challenge every company, so how do you measure efforts to build a great experience for employees? Angelia Herrin, HBR.

Technology 10

Technology Consultative Content Human Capital 10

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. While some jump in, many are reluctant to move forward.

Incentives 11

Incentives CRM Metrics Benchmarking 11