Sales team management

It's more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance.

Ferrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees.

If your customers are hearing different things from each team, they’ll get confused.

Never upsell an unhappy customer.

Senior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may...

Don’t let fear lead to bad decisions.

The customer is every team's concern.

Companies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople.

Only three are effective.

Shifting mindsets create new risks — and new opportunities.

Three training tactics to ensure results.

Historically, creating relevant messaging required a lot of leg work and research. New tools make it much easier.

Six factors to consider.

Sales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today...

Your leadership team might be at the root of the problem.

According to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota.

By closing the loop between sales and operations, they can generate more cash and profits.

Prediction is a skill that can be learned.

From pay incentives to performance targets.

Companies can reap great benefits from digitalizing their sales organizations--that is, using technology, data, and analytics to improve the sales process....

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing...

Magellan Boatworks is a midsize manufacturer of customized, power "cruising yachts." In the face of economic and political uncertainty in late 2016, Magellan's...

In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million...

This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that...

David Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they...

Evergreen Investments has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from...

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...

Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash...

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...

The game of baseball offers a team's manager relatively few tactical decisions to affect their team's chances of winning on any given day. The manager...

This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that...

The case highlights the journey of a digital gold loan start-up which offers low interest rates, doorstep service, speedy documentation, locker and quick...

A senior account manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost the $1.2 million opportunity with Northern...

Handout for Case UV8375

The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll...

Highlights the decision that must be made on balancing customer acquisition and retention and de-emphasizing the structural issues involved in administering...

Janalakshmi Financial Services (JFS), an Indian microfinance institution, had grown rapidly by providing financial products to its main customer base,...

As a small-scale hospital located in the city of Faridabad in northern India, Drishti Eye Center (Drishti) had recently expanded its operations by diversifying...

A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for...

Which sales candidate is a startup's ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align...

It's more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance.

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing...

Magellan Boatworks is a midsize manufacturer of customized, power "cruising yachts." In the face of economic and political uncertainty in late 2016, Magellan's...

Ferrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees.

If your customers are hearing different things from each team, they’ll get confused.

Never upsell an unhappy customer.

In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million...

Teaching note for CU01.

This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that...

David Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they...