HR Digest

OCTOBER 13, 2023

Identify Company Goals Good sales compensation plans are based on a clear goal and identifiable performance measures. Define Overall Business Objectives Define the company goals in terms of numbers as well as value additions and qualitative performance indicators that matter to the company.

Planning 52

Planning Incentives System Market Penetration 52

Harvard Business Review

DECEMBER 21, 2011

With seemingly unbounded opportunity, salespeople work hard to build relationships and create a book of business that drives their future financial success and creates fast market penetration for the company. But the "salesperson owns customer" model is a double edged sword. Three examples show the issues that can arise.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

OCTOBER 24, 2013

To protect their advantage, forward-thinking national chains are combining their brand recognition and market penetration with a local approach. Independent stores have capitalized on all of these changes. It takes organizational, cultural, and operational changes.

Retail 8

Retail Merchandising Market Penetration Brand 8

Harvard Business Review

SEPTEMBER 3, 2012

Then you enter hypergrowth, which typically happens somewhere between 10-15% of market penetration. With Facebook for example, assuming an estimated market opportunity of one billion, it took roughly 4 years to reach penetration of 10%. Saturation is reached at 90%+.

Learning Curve 10

Learning Curve Market Penetration Disruptive Innovation Kaplan 10

Harvard Business Review

SEPTEMBER 9, 2015

After some investigating, they discovered that their fragmented, geographically dispersed matrix structure made it very difficult for the program managers to coordinate efforts across functions, keep everyone focused on the cost and delivery goals, and get people to reach consensus.

Welch 8

Welch Supply Chain Consensus Engineering 8