CRM Incentives Leadership Management 
Harvard Business Review
AUGUST 24, 2016
For all the emphasis placed on customer relationships these days, very few large organizations really understand how to manage them. As a consultant, I’ve seen dozens of CRM implementations in a wide range of organizations, and consistently find that they fail more than they succeed. It’s a result of misguided strategy.
Strategy Driven
DECEMBER 2, 2013
How would you approach the market of sales professionals and sales management? But if you could get them to record something on their laptop immediately, like a two minute, this goes here, this goes here, and you could actually do their CRM entering for them… Oh baby! Do I need two different approaches? Gerhard, No.
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Harvard Business Review
JULY 3, 2015
Example: Carol owns a small business and needs a customer relationship management (CRM) platform. Example: Jim’s firm has used the same CRM software for ten years. Example: Ann just switched to a new CRM platform and has heard from the sales team that it saves time and increases conversion.
Harvard Business Review
DECEMBER 29, 2014
” Forty years later, the concept of sales operations or “sales ops” has become widely accepted as essential for effective sales management. •Administer quarterly sales incentive compensation plans and the goal setting process. •Manage sales force automation and CRM systems and processes.
Strategy Driven
MARCH 11, 2013
Personal pride should give you the incentive to be at your best, respond at your best, and serve at your best at all times. Attitude , The Little Green Book of Getting Your Way , The Little Platinum Book of Cha-Ching , The Little Teal Book of Trust , The Little Book of Leadership , and Social BOOM! Your personal pride.
Harvard Business Review
DECEMBER 21, 2011
These salespeople earned lucrative commissions on sales to current customers and had little incentive to hunt for new customers. As sales took off, management continued to "share the wealth." Reduce commissions and other short-term incentives and offer more salary or even stock options that reward for longer-term sustained performance.
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.
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