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. Capturing account information using a CRM or other system: That way, people throughout the company, not just one salesperson, can learn the needs and history of each customer.

Company 13

Company Market Penetration Long-term Short-term 13

Harvard Business Review

AUGUST 15, 2014

It’s become commonplace for observers to tout the transformative potential of digital technologies and bemoan the allegedly slow pace at which companies support these initiatives. And is the key to success here the technology, or fundamental segmentation and buying-process criteria? are picking up steam.” are picking up steam.”

Media 8

Media ROI McKinsey Survey 8

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. Those failures can mean a lot of things — over-budget, data integrity issues, technology limitations, and so forth. I recently led a working session for a team of executives looking to select a CRM provider.

CRM 9

CRM Project Succession CIO 9

Harvard Business Review

JANUARY 26, 2017

Companies fail to get the most out of the $12 billion a year they spend on sales enablement tools and the billions more on CRM technology. And hiring the right candidates also becomes a problem, especially as new buying processes, driven by online technologies, reshape selling tasks.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

JANUARY 9, 2014

Because sales reps are more directly networked with their colleagues through technology, they more easily aggregate skills, knowledge, and experience to uncover new opportunities and to debate tactics for generating business. Its structure, skills, metrics, and rewards have mostly remained the same.

Team 8

Team Metrics Compliance Attrition 8

Harvard Business Review

MARCH 19, 2015

Bringing new technology and tools into your organization can increase productivity, boost sales, and help you make better, faster decisions. However, 63% said the pace of technological change in their workplaces is too slow, primarily due to a “lack of urgency” and poor communication about the strategic benefits of new tools.

Technology 8

Technology CRM Training System 8

Harvard Business Review

JANUARY 6, 2016

Over the past 20 years, information technology and digital channels have changed the way consumers shop for products ranging from cars to homes to electronics. From the buyer’s perspective, information technology and digital channels provide access to information and enable self-sufficiency. CRM), tools (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. In some cases, training, incentives and performance management can redirect salespeople’s effort to strategic activities and enable success with a single sales role. CAPTION TEXT HERE/Getty Images. They gravitate toward easy work (e.g.

Business Model 8

Business Model Guidelines Team Incentives 8

Harvard Business Review

MARCH 23, 2015

We’ve hit a point of acceleration in video and wearable technologies that provide us with information that we’ve never had in the past about how to optimize player performance. When you don’t need to win games to make money, what’s the incentive to win? It comes back to our mission statement.

Price 8

Price Team Sports Franchising 8

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. It’s not the data and technology that matter. Consider a few examples.

Incentives 9

Incentives CRM Metrics Benchmarking 9

Harvard Business Review

NOVEMBER 6, 2013

One of the old tropes of the “African Tech Rising” narrative is the advantage posed by Africa’s lack of what technology vendors call an installed base — that is to say, the lack of pre-existing installations of enterprise applications. Global business Information & technology IT management'

CRM 8

CRM Marketing Supply Chain NGO 8