Harvard Business

JANUARY 2, 2018

Your company may discover that it needs a strategic do-over. Instagram has played an integral role in helping to lift sales for brands including Gatorade. So how do you ensure that your social media efforts are aligned with what matters to your company — and that you are positively contributing to the bottom line?

Media 138

Media Company ROI Metrics 138

Harvard Business

MAY 20, 2016

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. Yet the fact that companies in the U.S. Yet the fact that companies in the U.S. calling on friends and family) over hard work (e.g. Organization.

Sales 131

Sales Talent Operations Efficiency 131

Harvard Business

SEPTEMBER 23, 2016

While effective metrics are essential for focusing attention and achieving results, they can also overpower better sense. Most industries cower to a few central metrics, the yardsticks that define the winners and losers. Metrics tried and proven over years become a guide to what’s important, driving resource allocation.

Metrics 70

Metrics Retail Sales Automotive 70

CaseInterview.com

APRIL 17, 2020

Second, I ask for specific metrics from their business. My job when doing a patient assessment is to capture the initial data set, track those metrics over time, and figure out the story the data is telling me. As I started to get better at understanding, recognizing, and interpreting these key metrics, I had an epiphany.

Metrics 82

Metrics Case Interview Data Interviews 82

LSA Global

JULY 1, 2024

Knowing what CEOs should measure for strategic success is crucial for making informed decisions and steering the company to where it wants to go in a way that makes sense. Here is a list of the top thirteen metrics that CEOs should measure for strategic success.

Metrics 68

Metrics Cash Flow Talent Financial 68

Management Consulted

NOVEMBER 20, 2013

You are measuring the existing market of an item in total units or totals sales ($) – it’s important to clarify up front which one it is. Profitability is the ultimate business metric , and profitability cases can address a business in any industry. What should Company X do about revenues (prices x volumes)?

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Harvard Business

DECEMBER 20, 2018

Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. The result?

Sales 132

Sales How To Metrics Tools 132

Harvard Business

AUGUST 17, 2017

government leaders, sustainability is getting more and more attention at American companies. Consumers are registering their concerns about how companies make their products. And talented Millennial employees are voting with their feet by leaving laggard companies behind. Having any more than that risks diluting executive focus.

Metrics 135

Metrics Government Energy Company 135

Harvard Business

JULY 28, 2017

The companies that think their employees’ digital IQs are unimportant are probably few and far between. After all, in just one decade the concept of “digital” has changed from a niche skill set to something that’s mandatory for virtually all blue-chip companies. How the best companies get up to speed.

Company 135

Company Tools Survey Education 135

Harvard Business

AUGUST 8, 2017

There are roughly the same number of buy, hold, and sell ratings on the company, which means Wall Street has no idea what’s going on. At the core of the confusion over a company like Tesla is that traditional business metrics are outdated and can create overconfidence or underestimation. more units than Tesla.

Metrics 72

Metrics Sports Data Marketing 72

Harvard Business

DECEMBER 29, 2016

Companies can warp their own ethical climate by pushing too much change from the top, too quickly and too frequently. The lure of incentives are a problem in boardrooms too: Bonus payments and executive share schemes are often based on short-term business metrics, which can be counter to long-term success. Cross-cultural differences.

Ethics 140

Ethics Company Emotional Intelligence Study 140

Effective Managers

FEBRUARY 4, 2022

Session 2: Metrics vs Strategy. Input metrics are essential as these metrics are leading indicators of your eventual output metrics and results achievement. They have a significant tendency to focus on outcome metrics instead of their company strategy. Learn more about Session 1 and register here: [link].

Metrics 130

Metrics Strategy Strategy Strategy& 130

Harvard Business

APRIL 19, 2018

Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that content marketing can mean the end of cold calling. HBR Staff/Chris Minerva/Getty Images. In the past decade, content marketing has become a widely established practice.

Marketing 135

Marketing Case Study Case Studies Sales 135

Harvard Business

MARCH 7, 2017

As we describe in our recent HBR article, “The New Sales Imperative,” the torrents of information, expanding array of options, and growing size and diversity of purchasing groups are leading to a kind of purchase paralysis: Customers are taking longer than ever to make purchases, and abandoning them more often.

B2B 127

B2B Travel Benchmarking Sales 127

Harvard Business

MAY 17, 2017

The airline industry is a cautionary tale of what happens when companies emulate new business models without bringing over the associated mental models. In contrast, companies like JetBlue decided to emulate Southwest’s entire system: mental model, business model, and measurement model.

Airlines 135

Airlines Strategy Strategy Strategy& 135

Harvard Business

SEPTEMBER 21, 2016

Some customers love the experience of doing business with your company; unfortunately, others have encountered problems with the experience. Think hard before blindly committing to another sales pitch. In particular, stop wasting time and energy selling to customers who are detractors of your company. Not so fast.

Sales 70

Sales Insurance Insurance System 70

Harvard Business

OCTOBER 10, 2017

Bernstein studied assembly-line performance at a company he called “Precision.” Every step of the process was measured, and real-time metrics were easily accessible. If you require them to post predictable earnings each quarter, they will reduce their investment in their companies’ adaptive performance.

Metrics 135

Metrics Engineering Operations Sales 135

LSA Global

DECEMBER 2, 2024

Researchers at the University of Georgia and Penn State found that up to 45% of a company’s performance (i.e., return on sales, return on assets, and market-to-book ratio) can be directly attributed to the decisions and strategies implemented by the CEO. Are CEOs worth it?

Strategy& 69

Strategy& Strategy Strategy Leadership 69

Harvard Business

SEPTEMBER 11, 2017

Along the way, I’ve talked to hundreds of founders, sales and marketing leaders, customer success VPs, and front-line reps about how to build a customer-first SaaS organization. Don’t obsess over metrics like inquiry volume or time to close tickets. What not to do. Don’t optimize for efficiency. Your goal is success.

Metrics 132

Metrics Engineering Efficiency Operations 132

Harvard Business

OCTOBER 9, 2018

With that said, if you take the right steps early on, you can set yourself up for success in the future, and this starts with: Aligning the company towards the new mission. Since this is first and foremost the responsibility of leadership, early executive buy-in on becoming a more data-driven company is paramount.

Data 129

Data Sales Case Interview Meeting 129

Harvard Business

JULY 6, 2017

And it may become even more difficult to tie any of the detrimental effects of these new monopolies to any specific company, market, or ecosystem. As this battle intensifies, even the titans themselves may not have the necessary metrics to accurately gauge their relative dominance. Yet this is where the digital world is taking us.

Company 125

Company Engineering Operations Construction 125

Harvard Business

JUNE 2, 2017

But many companies have a one-size-fits-all mindset toward metrics, which makes it hard to use that judgment when allocating resources from the top. Again, it comes down to metrics and key performance indicators (KPIs) that don’t properly capture the subtleties of how a business is growing. Consider a few examples.

Marketing 72

Marketing Company Metrics Resources 72

1 to 1

APRIL 10, 2025

Many companies fail at CX transformation because they treat it as an isolated initiative rather than embedding it into their core strategic goals. For B2B companies, the complexity of sales cycles, long-term contracts, and multiple decision-makers makes it imperative to align CX strategy with overall business objectives.

B2B 26

B2B Strategy Strategy Strategy& 26

Harvard Business

JUNE 30, 2017

What company would spend thousands — or even millions — of dollars, year in and year out, without knowing the return? In short, companies have little idea whether they are spending too much or not enough. These metrics can be converted into an estimate of ROI for the employer. and sixfold in India.

Training 134

Training Training ROI Metrics 134

Harvard Business

DECEMBER 1, 2016

The Empathy Index seeks to answer the question: Which companies are successfully creating empathetic cultures? These are the companies that retain the best people, create environments where diverse teams thrive, and ultimately reap the greatest financial rewards. This year we added a carbon metric. Methodology.

Company 70

Company Ethics Methodologies Automotive 70

Harvard Business

MARCH 24, 2017

You are the newly promoted vice president of business development at an oil company. But it’s also the responsibility of the company to cultivate a culture that shuns corner-cutting and prevents it from accumulating into major scandals, ones that damage the credibility of the business, endanger jobs, and threaten the entire enterprise.

Ethics 72

Ethics Company Policies Sales 72

Harvard Business

JULY 27, 2017

To get there, companies should take the time to level-set their efforts with three strategic exercises: Reexamine your goals and strategy. As the world becomes increasingly digital and connected, the number of potential touch points companies have with their customers is expanding — fast. How the best companies get up to speed.

Strategy 118

Strategy Strategy& Strategy Metrics 118

Harvard Business

FEBRUARY 28, 2018

Forty years ago, two companies were known for aggressively recruiting minorities on college campuses: IBM and Xerox , both considered hot tech companies of that era. My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company.

Metrics 122

Metrics Analysis Data Benchmarking 122

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Harvard Business

MAY 30, 2018

The most recent results from The CMO Survey conducted by Duke University’s Fuqua School of Business and sponsored by Deloitte LLP and the American Marketing Association reports that the percentage of marketing budgets companies plan to allocate to analytics over the next three years will increase from 5.8% on the same scale.

Marketing 135

Marketing Data Advertising Talent 135

Harvard Business

AUGUST 3, 2018

In a recent HBR article , we claimed that modern digital companies such as Uber, Facebook, and Alphabet play an increasingly important role in the economy, but their financial statements fail to capture company’s main value drivers. Many of these metrics are disclosed in Facebook’s financial statements.

Financial 70

Financial Report Company Metrics 70

Harvard Business

JULY 14, 2016

Back in 2009, there were just four companies that fit the bill. Self-cannibalization occurs when a company chooses to proactively replace one product or process with another that is potentially worth less. Most companies find the latter more challenging, but the best companies pursue both. Consider China’s Tencent.

Productivity 70

Productivity Company Recruiting Recruitment 70

Harvard Business

AUGUST 1, 2017

Perhaps the single most important algorithmic distinction between “born digital” enterprises and legacy companies is not their people, data sets, or computational resources, but a clear real-time commitment to delivering accurate, actionable customer recommendations. How the best companies get up to speed.

Engineering 75

Engineering Company Data Productivity 75

Harvard Business

MARCH 22, 2017

Creativity in marketing requires working with customers right from the start to weave their experiences with your efforts to expand your company’s reach. Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales.

Marketing 135

Marketing Agile Fashion Sales 135

Harvard Business

FEBRUARY 16, 2018

companies spend more than $37 billion dollars a year on them. Employees in American companies spend more than one-third of their time in them. At the consumer product company, many of the standing meetings were of groups that had been formed years prior, but as the organization evolved and shifted strategies, were never dissolved.

Meeting 135

Meeting How To Government Finance 135

LSA Global

FEBRUARY 20, 2023

100% Job Relevance 100% Satisfaction 50% Knowledge Gain 100% Net Promoter Score After putting their entire APAC sales team through customized solution selling training , this high growth technology client wanted to design and deliver a customized sales management training program for sales leaders to help meet aggressive growth targets.

Sales 36

Sales Leadership Company Metrics 36

Harvard Business

JUNE 22, 2016

Digital transformation requires that companies reallocate their asset portfolio to support new, digitally enabled business models. This will require reporting on new metrics. There’s no question why legacy organizations are tackling digital transformation now. Finally, begin to track the progress of your network initiative.

How To 127

How To Metrics Pharmaceuticals Hotels 127