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. Managers must manage this decision. But the average U.S.

Productivity 8

Productivity Products CRM Efficiency 8

Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. These salespeople earned lucrative commissions on sales to current customers and had little incentive to hunt for new customers. Manufacturing produces it.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

JANUARY 6, 2016

CRM), tools (e.g., data management, analytics), infrastructures (e.g., 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. Developing new sales force competencies is just a start. Systems (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

JANUARY 26, 2017

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. But in my work with clients, when I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%. That was actually an average of a dozen analyst reports.

CRM 10

CRM Project Succession CIO 10

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 9

Team Metrics Compliance Attrition 9

Harvard Business Review

MARCH 19, 2015

According to a study by MIT Sloan Management Review and Capgemini Consulting, the vast majority of managers believe that “achieving digital transformation is critical” to their organizations. ” Employees might accumulate points, gain financial incentives, or achieve new levels of “status.”

Technology 8

Technology CRM Training System 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 9

Media ROI McKinsey Survey 9

Harvard Business Review

NOVEMBER 6, 2013

Anyone following developments in the African IT space from afar can be forgiven for thinking that it’s all about the consumer, and that applications and services for business lag far behind. Traditional training courses often fly into cultural walls of hierarchy and formality that prevent managers from falling in line.

CRM 8

CRM Marketing Supply Chain NGO 8

Harvard Business Review

JULY 12, 2012

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. 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. 500 List.

Team 14

Team Analysis CRM Quality 14

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

JUNE 22, 2018

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. There are several advantages to having the same salesperson who acquires an account also manage the ongoing relationship with that account. Customers like it.

Business Model 9

Business Model Guidelines Team Incentives 9