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The Worst Thing a Manager Can Do
Managers, especially first-time managers, often struggle to decide which skills and behaviors they should exhibit in their roles. And, if you are trying too hard to demonstrate performance, it might...
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How SAP Implemented the Challenger Way of Selling
Note: This post is a summary of a translation of an article published in German under the headline “Die Erneuerung des Vertriebs” in Harvard Business Manager 2/2016. In the past, SAP predominantly sold...
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What Do B2B Buyers Care About?
Recently, CEB completed a survey of nearly 1,100 B2B buyers. Among other things, we asked them about their evaluation criteria: what factors did they consider when choosing the winning supplier? Here...
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Buzzwords Decoded: Ten Social Media Terms To Know
Whether you want to get smart or sound cool, here’s what ten commonly used social media buzzwords mean in layman’s terms. What other jargon is your sales team (or, more likely, your 14 year-old)...
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Design Pay Plans That Drive Sales Rep Performance
Perceived pay fairness, pay complexity, and alignment with risk/reward preferences are the biggest compensation drivers of individual sales employee performance. To drive sales force performance,...
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Brexit’s Impact: The Sales Leadership Outlook
Three weeks have now passed since UK voters decided to leave the European Union and, while the dust is far from settled, organizations have had some time to initially process the implications of this...
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Two Myths About Being a Good Sales Manager
No matter how many ominous and large-scale organizational changes might be looming around the corner, executives are still most concerned with their manager population. This is because even though most...
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3 Mistakes You Are Making With Low-Performing Sellers
Sellers are the backbone of any sales organization. Addressing sellers who fail to hit quota is just as important as celebrating those who exceed their goal. Here are three common mistakes to avoid...
View ArticleCould It Happen Here?—Questions for Top Executives in the Wake of Wells Fargo
Could It Happen Here?—Questions for Top Executives in the Wake of Wells Fargo Could widespread employee fraud targeting your clients be taking place at your organization? Can sales goals encourage...
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Build a Millennial Talent Pipeline
It’s no secret that millennials are an extremely important recruiting demographic for today’s sales leaders. This generation – loosely defined as those born after 1980 and before 2000 – currently...
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