Looking beyond technology to drive sales operations

McKinsey

New trends are forcing sales leaders to rethink how they sell. The right investment in sales operations can unlock sustainable growth. Our insights

Retail Bank Operational and Digital Leaders Reap the Rewards

BCG

BCG’s Retail-Banking Excellence benchmarking study (REBEX) profiles the operational and digital practices and performance of 20 of the world’s leading retail banks, a group of 40 institutions chosen for their size and the strength of their capabilities. Article Tuesday, May 10, 2016.

7 Ways to Improve Operations Without Sacrificing Worker Safety

Harvard Business

These kinds of statements speak to a leader’s choice of values, and a failure to understand the relationships between a safe work environment and operational performance. The reality is that virtually all workplace injuries are preventable, and safety management and operational excellence are intimately linked. Improved operational performance will result in fewer injuries. But many OSHA inspections lead to substantial improvements in a firm’s operations.

The Upgraded Leadership Operating System

Cheryl Cran

However the bigger learning and training opportunity is to arm leaders and their teams with new models and systems that will help them to upgrade their leadership operating system. What does it mean to ‘upgrade the leadership operating system’?

Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales Customers Digital Article

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Tips on How to Sell Consulting Services Without Giving Away Everything During Pre-Sales

Steve Shu Consulting

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5

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How AI Is Changing Sales

Harvard Business

Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation. How companies are using artificial intelligence in their business operations. Data Sales Technology Digital Article

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The Upgraded Leadership Operating System

Cheryl Cran

However the bigger learning and training opportunity is to arm leaders and their teams with new models and systems that will help them to upgrade their leadership operating system. What does it mean to ‘upgrade the leadership operating system’? In alignment with the research our company Evolutionary Business Solutions has acquired the rights to provide evolutionary new models that helps leaders to upgrade their operating systems.

The Upgraded Leadership Operating System

Cheryl Cran

However the bigger learning and training opportunity is to arm leaders and their teams with new models and systems that will help them to upgrade their leadership operating system. What does it mean to ‘upgrade the leadership operating system’? In alignment with the research our company Evolutionary Business Solutions has acquired the rights to provide evolutionary new models that helps leaders to upgrade their operating systems.

What Sales Teams Should Do to Prepare for the Next Recession

Harvard Business

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Zero-base sales capacity. Amplify low-cost sales channels. Photographer is my life./Getty

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From Engineer To Successful Ecommerce Consultant with Mike Gammarino: Podcast #48

Consulting Success

Once you have those two things together, the next piece is the ecommerce operations piece. Many times as companies grow quickly, the sales and marketing of those products quickly outpaces the operations. Consulting Success Podcast business development ecommerce operations outsourcing operations

Selling in the aftermarket: How to win the sales street fight

McKinsey

Insights on OperationsAt high-growth industrial companies, services aren’t just an optional add-on, but an essential revenue driver deserving thoughtful investment.

What Subscription Business Models Mean for Sales Teams

Harvard Business

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too. The Pros and Cons of a Single Sales Role. Having two sales roles (one for account acquisition and another for account management) has several advantages.

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50 Foreign Companies Operating in France Sound the Alarm

MishTalk

Via translation from Les Echos , please consider 50 Foreign Companies Operating in France Sound the Alarm. We preside over the destinies of subsidiaries of major international groups in France, a country where we employ more than 150,000 employees and carry more than one hundred billion euros in sales. We contribute about 29% of French industry sales, providing a third of French exports.

The Dirty Little Secret About Digitally Transforming Operations

Harvard Business

Operations in a Connected World. A major train operator, for example, designed an advanced analytics solution in order to better understand the failure behavior of a major battery pack in one of its train models.

More Universities Need to Teach Sales

Harvard Business

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. So a school could legitimately prepare a student for a business career while omitting training in sales.

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Power Sales Performance by Harnessing Analytics - SPONSOR CONTENT FROM TABLEAU

Harvard Business

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art.

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Move Your Analytics Operation from Artisanal to Autonomous

Harvard Business

Many organizations today are wondering how to get into machine learning, and what it means for their existing analytics operation. The company needed to target sales and marketing approaches to each company and potential buyer. To do this, it created a score for each customer executive, reflecting their propensity and ability to buy the company’s offerings, so that sales and marketing approaches could be more effective.

Ineffective Sales Leaders Can Cause Lasting Damage

Harvard Business

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force. An education technology startup hired a sales leader who came from a large, well-respected firm. He tolerated (and even encouraged) ethically questionable sales practices.

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Great Salespeople Are Born, but Great Sales Forces Are Made

Harvard Business

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. ”) But there’s a big difference between individual success in sales and success across an entire sales force.

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How Digital Fulfillment Is Changing Manufacturing

Harvard Business

Operations Sales & Marketing Digital ArticleIt can vastly improve companies’ ability to understand and satisfy customer needs.

Run B2B Sales on Data, Not Hunches

Harvard Business

They view the process of collecting direct and more frequent feedback from these stakeholders as the first step in supporting sales representatives, account managers, operations teams and service agents in solving customers’ problems and earning more of their business. These are not sales conversations, but rather a chance to probe for specific complaints, priorities and desires. Sales & Marketing Sales Digital ArticleVincent Tsui for HBR.

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The Sales Role Multinationals Need in Emerging Markets

Harvard Business

Sales? For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. This means that distributors are nearly always undermanaged vis-à-vis direct sales when the manager has a dual mandate. sales). Laura Schneider for HBR.

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In the Best Sales Teams, About Half of the People Are in Support Roles

Harvard Business

Sales reps are most effective when they have the right amount of support staff, but exactly how much support staff does a company need, and how should it be structured? But get it just right and your sales efforts can drive productivity and growth. Sales support is critical.

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A Look into Microsoft’s Data-Driven Approach to Improving Sales

Harvard Business

Companies are beginning to utilize their employees’ behavioral data — generally known as people analytics — to better understand and improve their sales operations , with strong results. Sales Data Digital ArticleOrbon Alija/Getty Images.

The Best Business Sale Transactions are Facilitated in an Environment of Full Disclosure

Martinka Consulting

Due diligence is a process that benefits both sides in a business sale transaction. The seller in this transaction owned two companies and operated each under a unique set of tax identification numbers with the IRS and State of Washington. Superficially, this was a reasonable narrative regarding the motivation for sale. Market reaction was positive and agreement was reached with a buyer for the sale of the business.

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How to Improve Your Sales Skills, Even If You’re Not a Salesperson

Harvard Business

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.” Getting comfortable with sales requires an “understanding of what selling is,” says Edinger. Sales Managing yourself Digital Article

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One of the Best Ways to Market Yourself as a New Consultant

Steve Shu Consulting

As an example, for one of my first clients as an independent consultant, I got in the door through the referral of an IT systems consultant (met at a local lunch talk) who needed to help their client do an operational analysis. Management Consulting Sales And Marketing

How AI Is Streamlining Marketing and Sales

Harvard Business

The company collects thousands of sales leads from the businesses it serves, and it wishes to interact with them in the intimate, personal manner consumers have come to expect. Accordingly, in the latter half of 2016, CenturyLink made a small investment in an AI-powered sales assistant made by Conversica to see if it could help the company identify hot leads without hiring an expensive army of sales reps to comb through the leads.

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Future Customer Experience Differentiation Will Require New Operating Models

1 to 1

That wall is the outdated operational models upon which most companies were built. Within these operating models, firms have worked to optimize processes like marketing, sales and distribution focused on getting to the transaction. But this kind of operating model has critical problems. At some point after their companies find-and-fix the low-hanging fruit that create problems for customers, customer experience leaders hit a wall.

Commoditization in chemicals: Time for a marketing and sales response

McKinsey

Rethinking the commercial operating model can help protect margins. Most chemical companies are grappling with increasing commoditization. Our Insights

Retail Sales Rise in Germany and France, Decline in Italy

MishTalk

Retail Sales Rise in Germany and France, Decline in Italy; Margin Squeeze in Germany and France. Italy: Sharpest drop in retail sales since April. In Italy, Markit reports Sharpest drop in retail sales since April. Germany: strongest sales growth for two-and-a-half years.

Inside sales, outsize impact: An interview with Alice Coatalem of Hewlett Packard Enterprise

McKinsey

“Inside”-sales teams operating remotely are often viewed as local support for higher-profile field-sales forces. But centralization can turn inside sales into a significant source of revenue growth. Our Insights

How One Startup Developed a Sales Model That Works in Emerging Markets

Harvard Business

These challenges forced BioLite to reevaluate our approach and customize our sales methods to a market that demands an entirely different way of doing business. It was a good idea in theory, but ultimately it was too passive as a sales approach: Simply placing our HomeStove on a shelf did not lead to uptake. The question for us then became, how could we build a sales experience where fire was inherently part of it? Emerging markets Sales Social enterprise Digital Article

Elevating customer satisfaction and growth through service to solutions

McKinsey

To generate more value from customer-care channels, companies must look beyond a focus on sales alone. Insights on OperationsA comprehensive approach to omnichannel engagement can point the way.

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How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

Harvard Business

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. This danger is prevalent in sales. Denver Post/Getty Images.

How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

Harvard Business

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. This danger is prevalent in sales. Denver Post/Getty Images.

No customer left behind: How to drive growth by putting personalization at the center of your marketing

McKinsey

Here’s how marketing leaders build the operating model to make that happen. Marketing & Sales InsightsSuccessful personalization at scale requires four elements working in tandem.

Developing Employees’ Strengths Boosts Sales, Profit, and Engagement

Harvard Business

Gallup focused on six outcomes: sales, profit, customer engagement, turnover, employee engagement, and safety. 10%-19% increase in sales. After a four-way merger, senior leaders at a North American company implemented a “Lead With Your Strengths” program to help employees at all levels understand how to use their strengths to navigate the change, and to foster a unified culture with a shared operating strategy and mutual goals.

Leading the Change to a Sales & Service Culture

Cheryl Cran

In today’s competitive environment company leaders know that they cannot be complacent when it comes to building a company culture that supports a sales and service focus. From there we created accountability for going with the culture change to sales/service.