-
How Midsize B2B Sales Teams Can Punch Above Their Weight
Sales Digital ArticleWhat they lack in scale they can make up for in flexibility. -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
How Nimble Is Your Sales Planning?
Sales & Marketing Digital ArticleRigid plans just won't work anymore. -
Who Owns Your Customer Relationships: Your Salespeople or Your Company?
Sales Digital ArticleYour R&D group develops a unique new product. Manufacturing produces it. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. Your sales force is ready to execute. “We own the relationships with customers,” say your salespeople. “The company holds us accountable for revenues and expects us to […] -
7 Ways Sales Teams Can Set Better Goals
Leadership & Managing People Digital ArticleFrom pay incentives to performance targets. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
Why Women Are the Future of B2B Sales
Sales & Marketing Digital ArticleThe selling environment is shifting toward their strengths. -
To Build a Great Sales Team, You Need a Great Manager
Leading teams Digital ArticleIf you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose? Many will argue for the team of excellent salespeople: “It’s salespeople — not managers — who develop and nurture the customer relationships that drive […] -
How We Made Our Sales Training More Effective by Making It Harder
Sales & Marketing Digital ArticleFour new training methods helped increase sales by 70%. -
Understanding What Your Sales Manager Is Up Against
Sales & Marketing Magazine ArticleEvery year, the research firm CSO Insights publishes the results of its Sales Performance Optimization survey, an online questionnaire given to more than... -
How to Sell New Products
Sales & Marketing Magazine ArticleSenior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may... -
Can Your Sales Team Actually Achieve Their Stretch Goals?
Finance & Accounting Digital ArticleMake goals ambitious but realistic. -
What Top Sales Teams Have in Common, in 5 Charts
Sales and marketing Digital ArticleNew research shows what differentiates the best sales organizations. -
Are Lonely Salespeople Costing You Customers?
Sales & Marketing Digital ArticleIt's more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
7 Reasons Salespeople Don't Close the Deal
Sales & Marketing Digital ArticleBased on a new study of B2B buyers. -
The 8 Types of Salespeople
Sales & Marketing VideoOnly three are effective. -
Sales Teams Aren’t Great at Forecasting. Here’s How to Fix That.
Employee performance management Digital ArticlePrediction is a skill that can be learned. -
The Sales Playbook of Successful B2B Teams
Sales & Marketing Digital ArticleAlways be data-driven. -
Aligning Strategy and Sales
Sales & Marketing VideoFrank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell with your business goals. -
Salespeople, Stop Worrying About Being Liked
Sales & Marketing Digital ArticleBe an expert, not a friend.
-
Oversight Systems
Sales & Marketing Case Study11.95View Details The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that... -
ABB Deutschland (C)
Organizational Development Case Study5.00View Details Addresses the results and the lessons from the German restructuring effort by focusing in detail on the relationship with the works council and the actions... -
Case Vignette: The Salesman Saga
Leadership & Managing People Case Study11.95View Details A venture capitalist faces a situation in which a struggling portfolio company has found a promising vice president of sales through a recruitment agency.... -
Eureka Forbes Ltd.: Managing the Selling Effort (A)
Sales & Marketing Case Study11.95View Details The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps... -
The U.S. Health Club Industry in 2004
Strategy & Execution Case Study11.95View Details In 2004, the $16.8 billion U.S. health club industry continued its strong record of growth. There were almost 27,000 health clubs in the United States,... -
Profiling at National Mutual (B)
Technology & Operations Case Study5.00View Details Relates the expert system's pilot phase of implementation. -
Arck Systems (B)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Arck Systems (E)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
StepSmart Fitness
Sales & Marketing Case Study8.95View Details StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director... -
EnerNOC: Turning Energy Savings into Sales
Sales & Marketing Case Study11.95View Details EnerNOC - a clean energy company -- sells energy-monitoring, management and efficiency services to utility customers, who agree to reduce consumption... -
Olympia Machine Company, Inc
Sales & Marketing Case Study11.95View Details The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered... -
The Harvard Business Review Sales Management Handbook: How to Lead High-Performing Sales Teams
Management Book29.99View Details Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation,... -
Sales Misconduct at Wells Fargo Community Bank
Leadership & Managing People Case Study11.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Profiling at National Mutual (C)
Technology & Operations Case Study5.00View Details Implementation is about to move into the limited deployment phase. -
Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... -
Jess Westerly at Kauflauf GmbH
Organizational Development Case Study8.95View Details Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing... -
SOHO China: Design, Development, and Social Harmony
Strategy & Execution Case Study11.95View Details Founded in 1995 by Zhang Xin and her husband Mr. Pan Shiyi, SOHO China has developed into a world-class real estate development firm that has consistently... -
InsideSales.com (A)
Innovation & Entrepreneurship Case Study11.95View Details This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers... -
Hausser Food Products Company
Leadership & Managing People Case Study11.95View Details Brenda Cooper, a new regional sales manager for Hausser Food Products, is stumped after a year on the job. In charge of selling infant foods to customers... -
Lakshmi Projects: Sales Structure Dilemma
Sales & Marketing Case Study11.95View Details In July 2014, the managing director of Lakshmi Projects in Delhi, India, finds himself struggling with the marketing and sales strategy for the year ahead....
-
Oversight Systems
Sales & Marketing Case Study11.95View Details The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that... -
How Midsize B2B Sales Teams Can Punch Above Their Weight
Sales Digital ArticleWhat they lack in scale they can make up for in flexibility. -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
ABB Deutschland (C)
Organizational Development Case Study5.00View Details Addresses the results and the lessons from the German restructuring effort by focusing in detail on the relationship with the works council and the actions... -
How Nimble Is Your Sales Planning?
Sales & Marketing Digital ArticleRigid plans just won't work anymore. -
Who Owns Your Customer Relationships: Your Salespeople or Your Company?
Sales Digital ArticleYour R&D group develops a unique new product. Manufacturing produces it. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. Your sales force is ready to execute. “We own the relationships with customers,” say your salespeople. “The company holds us accountable for revenues and expects us to […] -
Case Vignette: The Salesman Saga
Leadership & Managing People Case Study11.95View Details A venture capitalist faces a situation in which a struggling portfolio company has found a promising vice president of sales through a recruitment agency.... -
Eureka Forbes Ltd.: Managing the Selling Effort (A)
Sales & Marketing Case Study11.95View Details The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps... -
The U.S. Health Club Industry in 2004
Strategy & Execution Case Study11.95View Details In 2004, the $16.8 billion U.S. health club industry continued its strong record of growth. There were almost 27,000 health clubs in the United States,... -
7 Ways Sales Teams Can Set Better Goals
Leadership & Managing People Digital ArticleFrom pay incentives to performance targets.
