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HBS Working Knowledge
March 1, 2004
Jonathan Byrnes |
Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively.   |
HBS Working Knowledge
October 6, 2003
Jonathan Byrnes |
Managing Profitability: One Year Later The most important issue facing managers in this difficult economy is making more money from the existing business without costly new initiatives. The author revisits this assertion from a year ago. |
HBS Working Knowledge
October 3, 2005
Jonathan Byrnes |
Use Best Practice to Fire Up your Sales Team The most powerful aspect of harnessing your own best practice is that your sales force will be very receptive to the improvements. Your own best practice is literally your own. |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
HBS Working Knowledge
April 3, 2006
Jonathan Byrnes |
Making the CFO Chief Profitability Officer Profitability management opens a new realm of opportunity for the creative CFO. Using it, a CFO can generate revenues, profits, and cash surprisingly quickly, and at very little cost. But it requires that the CFO move beyond his or her traditional domain. |
HBS Working Knowledge
March 6, 2006
Jonathan Byrnes |
Is Your Organization Reptile or Mammal? When it comes to customer and supplier relations, some companies are like reptiles, some like mammals. Reptiles lay dozens of eggs in the hope that a few will survive. Mammals, on the other hand, generally give birth to a few young and nurture them over a period of time. |
CRM
February 7, 2014
Jim Dunham |
Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue. |
Entrepreneur
April 2006
Kimberly L. McCall |
Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation. |
Pharmaceutical Executive
November 1, 2006
Barricklow & Bandy |
Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives. |
Pharmaceutical Executive
February 1, 2012
Wilcox et al. |
Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success. |
CRM
July 29, 2011
Dan McDade |
The Sales Lead Paradox Two lead generation strategies and why fewer sales leads are better |
Job Journal
February 19, 2006
Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
AskMen.com
Nick Clarke |
Apply Sales Strategies To Your Job There are lessons to be learned from sales people that can be applied to any job. |
Pharmaceutical Executive
January 1, 2007
Davenport et al. |
Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it. |
Investment Advisor
September 2010
James Manouse |
IA Soapbox: B/D Marketing Departments Are Wrong A marketing department must help to make the affiliated rep the dominant rep in their local area. |
HBS Working Knowledge
December 5, 2005
Jonathan Byrnes |
Middle Management Excellence What is the single most important thing a CEO can do to maximize his or her company's performance? The answer is to creatively, aggressively, and systematically build the capabilities of the company's middle management team: the vice presidents, directors, and managers. |
Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
HBS Working Knowledge
May 1, 2006
Jonathan Byrnes |
"Revenues are Good, Costs are Bad" and Other Business Myths Here are ten of the worst business myths. |
Pharmaceutical Executive
August 1, 2008
William Schiemann |
Do Something! Seven steps you never knew that could fix the sales force. |
Registered Rep.
November 1, 2006
Susan Konig |
Take Their Measure If you're a financial advisor, you've probably asked yourself more than once, how can I build the perfect book of clients? You might think that getting there is as simple as eliminating all but your highest-net-worth clients. But not all advisors want to take this step -- or should. |
CRM
February 2015
Robert Wollan |
It's Time to Tear Up Your Sales Playbook Stay relevant in today's competitive market with these five tips. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
Pharmaceutical Executive
November 1, 2014 |
Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position. |
HBS Working Knowledge
August 8, 2005
Robert S. Kaplan |
A Balanced Scorecard Approach To Measure Customer Profitability Some companies become customer-obsessed rather than customer-focused and lose potential profits. |
Pharmaceutical Executive
May 1, 2005
Sibyl Shalo |
Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week. |
CRM
February 2011
Barton Goldenberg |
Marketing + Sales + CRM = Big Impact A well-done system implementation would link marketing and sales modules and make them accessible from the same platform. |
Entrepreneur
December 2005
Kimberly L. McCall |
Money Talks Motivate sales reps with the almighty dollar. |
Inc.
September 1, 2009
Hofman & Joyner |
A Sales Force Built Around Cold Calling To thrive in a recession, the sales force at iCore Networks focuses on cold calling |
Registered Rep.
June 1, 2007 |
All About the Benjamins Reps say the darndest things. |
CRM
January 2013
Woody Driggs |
Add Customer Satisfaction Through Analytics Companies need to improve customer value to boost profitable growth, gain insights into customers' profitability and lifetime value, and monitor customer behavior across multiple channels and social media |
Pharmaceutical Executive
February 1, 2006
Nappi & Rodgers |
Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps. |
CRM
November 20, 2006
Dennis Costello |
Leveraging the Employee Life Cycle Retaining good sales reps is a constant challenge for businesses today. Here are four ways to stem sales force turnover. |
HBS Working Knowledge
February 2, 2004
Jonathan Byrnes |
Action-Training for Effective Change Profitability management is all about greatly improving a company's performance without the need for capital expenditures. But this requires effective change management and ironically, for many managers, it may seem easier to spend money than to change their managers' behavior. |
Financial Planning
May 1, 2007
Andy Effron |
Practice Tips Finding time to recruit reps and grow your practice can be challenging. But if you're willing to supervise, perform audits and have a Series 24, you can potentially act as an Office of Supervisory Jurisdiction and collect overrides from reps. |
Pharmaceutical Executive
January 1, 2013
Torsten Bernewitz |
The Force Behind Sales Forces Don't underestimate the importance of the first line manager. |
CRM
July 22, 2011
Todd Cohen |
How to Create a Powerful Sales Culture How can your organization sell more and sell smarter? By creating a powerful sales culture - an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the business development efforts. |
CRM
February 2014
Sarah Sluis |
Sales Management Tools and Trends to Watch How to transform selling through coaching, collaboration technology, and sales analytics. |
CRM
May 28, 2015
Oren Smilansky |
LiveHive Releases Group-Email Features for Sales Organizations New email automation tools give sales teams a deeper understanding of prospects' engagement. |
Registered Rep.
February 21, 2007
John Churchill |
Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral." |
Entrepreneur
December 2004
Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
Financial Advisor
August 2005
David J. Drucker |
An Uncommon Practice Management Guru What's so special about Joni Youngwirth? How about the career history and specialized training that make her the perfect advisor to reps, not to mention the passion she brings to her position, vice president of practice management. |
Registered Rep.
November 1, 2004
Mark Henricks |
My Cousin Says Clients brimming with investment ideas, hot tips, warnings and other scuttlebutt gathered from newspapers, the Internet or -- worse -- family and friends are common to every rep's office. |
CRM
September 4, 2015
Micheline Nijmeh |
Why Personalization Has Become Critical to the Sales Process With information literally at everyone's fingertips, the best way to stand out is to personalize. |
Entrepreneur
May 2006
Kimberly L. McCall |
The Price Is Right Advice on winning the price wars. |
CRM
December 2004
Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
CRM
November 2015
Oren Smilansky |
Embrace Formal Sales Coaching For sales leaders, guidelines are not always the preferred method, but they can have a big impact on the bottom line |
Pharmaceutical Executive
January 1, 2006
Davenport & Fisher |
Sales Force Survey Base pay is up and incentives are easier to earn as the pharmaceuticals industry tries to hang onto top performers and attract new talent. |
Investment Advisor
September 2009 |
Broker/Dealer of the Year, Division II Quick company stats of The Investment Center. |
HBS Working Knowledge
July 14, 2003
Selden & Colvin |
M&A: The Value of a Customer The M&A valuation process often gives short shrift to the caliber of customers held by the target company. Here are analysis tools for assessing customer value. |
Entrepreneur
October 2003
Kimberly L. McCall |
Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive. |
