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. While this is going on, the market is doing what the market will do.

Productivity 8

Productivity Products CRM Efficiency 8

Harvard Business Review

JULY 3, 2015

Although the Net Promoter Score (NPS) is a market standard, customer promotion alone can’t sustain a co-creation model. 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.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

DECEMBER 21, 2011

Marketing designs the promotional campaign. 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. As sales took off, management continued to "share the wealth." Your R&D group develops a unique new product.

Company 14

Company Market Penetration Long-term Short-term 14

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.

Offshoring 9

Offshoring Outsourcing Analysis Incentives 9

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

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. Aligning Sales Priorities and Incentives. Sales leaders would dearly like to know whether their deployment of sales capacity aligns with the most attractive opportunities in the market.

Software 9

Software Metrics CRM B2B 9

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

NOVEMBER 6, 2013

That’s understandable — the growth of the consumer mobile market in Africa has been spectacular. And while almost all the examples I cite are from West Africa, many of these ideas and innovations are well suited for emerging markets around the world. In emerging markets, infrastructure is always an issue.

CRM 8

CRM Marketing Supply Chain NGO 8

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. It’s not how you feel about the customer, it’s not how do you feel about the circumstance. It’s all about how you feel about yourself. Your personal pride.

How To 50

How To Short-term Customer Loyalty Training 50

Harvard Business Review

JULY 25, 2017

For example, if you’re a clothing boutique, you need accounting integration, employee management, and sales tax automation. Small businesses are embracing a new crop of apps like Homebase to manage hourly employees — from forecasting labor costs to scheduling and payroll. Consider integration, too. Optimize staffing.

Loyalty 8

Loyalty Retail Real Estate Discount 8

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. Perhaps it will help the company quantify its marketing efforts; maybe it will enable employees to track customer data more easily.

Technology 8

Technology CRM Training System 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. They experience the actual pains and successes of our primary customers: professional marketers who need to generate leads online. Five years later, my team is now 200 employees strong. 500 List.

Team 14

Team Analysis CRM Quality 14

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. million in incremental revenue.

Team 9

Team Metrics Compliance Attrition 9

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.” Marketing Sales Social media'

Media 9

Media ROI McKinsey Survey 9

Harvard Business Review

JANUARY 6, 2015

To explore this idea of elite degree fatigue — and to figure out what might be driving it — I spoke with entrepreneurs, executives, and hiring managers at a range of tech companies. New founders struggle to provide consistent direction, and very few start-ups have operational procedures for recognition or incentives.

Software 8

Software Engineering Incentives CRM 8

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

APRIL 12, 2018

There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. Changing company strategies is another, including new strategic product/market priorities and shifts to e-commerce.

How To 8

How To CRM Uncertainty Cost 8