Harvard Business

OCTOBER 2, 2018

But the most common, and perhaps the greatest, barrier to customer centricity is the lack of a customer-centric organizational culture. At most companies the culture remains product-focused or sales-driven, or customer centricity is considered a priority only for certain functions such as marketing.

Culture 132

Culture Case Interview Sales Company 132

Harvard Business

JUNE 20, 2019

Reward the right behavior and promote the right people, for starters.

Ethics 132

Ethics Sales Culture 132

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. ”) But there’s a big difference between individual success in sales and success across an entire sales force. .”) Organization.

Sales 130

Sales Talent Operations Efficiency 130

Harvard Business

DECEMBER 16, 2021

How to tailor your advice to your reps’ needs — and build a culture where they help each other.

Sales 172

Sales Culture How To Marketing 172

Harvard Business

JUNE 20, 2019

Reward the right behavior and promote the right people, for starters.

Ethics 132

Ethics Sales Culture 132

Harvard Business

JUNE 22, 2018

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.

Sales 128

Sales Guidelines Efficiency Software 128

Harvard Business

SEPTEMBER 12, 2017

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure of which incentives provide the best motivation. Some received conditional bonuses, which we tied to sales quotas under three different treatments: standard, punitive, and real-punitive.

Sales 131

Sales B2B System Data 131

Harvard Business

FEBRUARY 22, 2024

These programs not only revitalized brand images and increased public trust, but also significantly boosted sales and customer engagement. Implementing these signature programs requires a committed leadership, a supportive culture, and a passionate team, highlighting an underused strategy for business growth and brand strengthening.

Sales 253

Sales Culture Leadership Strategy 253

Harvard Business

MAY 27, 2016

Brainstorming is better suited to some personalities and cultures than others. My colleagues and I have spent the last 15 years researching cultural intelligence, or CQ, and we’ve studied more than 55,000 professionals across 98 countries. Managing Across Cultures. What Leadership Looks Like in Different Cultures.

Culture 132

Culture Groups Research Study 132

Harvard Business

OCTOBER 2, 2018

and scale up after its recent declines in sales and market share. The two companies may have seen value in capitalizing on each other’s strengths, but they failed to investigate their cultural compatibility beforehand. When tight and loose cultures merge, there is a good chance that they will clash.

Culture 132

Culture Operations Efficiency Guidelines 132

Harvard Business

APRIL 12, 2018

We’ve all been there: You’re talking to someone from another culture — perhaps while on a business trip or working with a colleague on a project — when you get a sinking feeling that you’ve made a mistake. However, when gaffes happen across cultures, they can leave you at a loss for what to do and how to respond.

Culture 122

Culture How To Case Interview Examples 122

Harvard Business

MARCH 20, 2018

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company grew, however, I found that individual sales approaches were wildly different.

Sales 122

Sales Training Training Study 122

CaseInterview.com

OCTOBER 1, 2022

At Stanford, the one class I disliked the most was called “Cultures, Ideas and Values.” I’ve been thinking a lot about culture lately and how much it pervades so many aspects of human life. Let me define what I mean by culture first (as my definition is more narrow than those of my former professors).

Culture 116

Culture Company System Study 116

Harvard Business

SEPTEMBER 1, 2016

Gallup focused on six outcomes: sales, profit, customer engagement, turnover, employee engagement, and safety. 10%-19% increase in sales. Tie the organization’s strengths-based culture to its larger brand. A brand that reflects an organization’s strengths-based culture goes a long way for the company.

Development 132

Development Sales Talent Study 132

Harvard Business

JUNE 20, 2017

Culture is like the wind. For organizations seeking to become more adaptive and innovative, culture change is often the most challenging part of the transformation. But culture change can’t be achieved through top-down mandate. Practices for Leading a Cultural Movement.

Culture 134

Culture Company Enterprise Leadership 134

Harvard Business

MAY 17, 2024

It used to be thought that globalization would flatten out cultural differences among countries and regions of the world, making it easier than ever for companies to move into foreign markets.

Marketing 239

Marketing Culture Study Leadership 239

LSA Global

JANUARY 29, 2025

Net Promoter Score This worldwide industrial technologies company wanted to design and deliver a Customized Sales Training program to help their sales reps who were facing increased competition, new pricing models, changing client demands, delayed sales cycles, and increased pressure to find and grow new accounts.

Training 41

Training Training Sales Industry 41

Harvard Business

NOVEMBER 6, 2018

The firm was responsible for manufacturing and sales of soaps, detergents, and other home cleaning products, and employees often encountered situations where there was compelling need to speak up about issues around current work operations. For each employee in the team, we asked their supervisor to rate the frequency of speaking up.

Culture 133

Culture Company Operations Survey 133

LSA Global

DECEMBER 2, 2024

return on sales, return on assets, and market-to-book ratio) can be directly attributed to the decisions and strategies implemented by the CEO. Aligning Culture with Strategy We know from organizational culture assessment data that a company’s strategy must go through its culture to be successfully implemented.

Strategy 69

Strategy Strategy& Strategy Leadership 69

Clarity Consultants

FEBRUARY 9, 2025

Moreover, a strong L&D program enriches company culture by fostering a growth mindset and encouraging innovation. Are you aiming to increase sales, improve customer satisfaction, or boost employee retention? Start by clearly defining your business goals. Your L&D initiatives should directly support these objectives.

Metrics 147

Metrics ROI Training Training 147

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

Consulting Matters

JANUARY 5, 2021

Sales is not what you get through in order to get to the work. If you want to leave a company in a place to continually improve—and help them create a culture of improvement—setting up a system to measure these results is critical. There are 5 steps in the Consulting Engagement Cycle: Step 1: Establish Winning Partnerships.

Consulting 254

Consulting Guidelines Media Tools 254

Harvard Business

MAY 1, 2018

A closer look revealed that the leadership team had changed sales promotions every week, while the norm was monthly changes in the other divisions. In one technology services company I worked with, the eastern U.S. division was known for underperforming against revenue plans in comparison to its central and western division counterparts.

Culture 136

Culture Leadership Study Comparison 136

Harvard Business

OCTOBER 6, 2016

The post-scandal scrutiny of Wells Fargo’s culture has so far focused on the high-pressure sales environment that drove employees to create as many as two million fake accounts. The bank has since fired 5,300 employees for the illegal behavior and eliminated retail bank sales goals entirely.

Leadership 129

Leadership Banking Ethics Culture 129

Consulting Success

JANUARY 15, 2018

This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. Building A Business on Cross-Cultural Communications. It all came together during a conversation with a previous competitor.

Marketing 202

Marketing Consulting How To Culture 202

Tom Spencer

MAY 23, 2021

As someone currently in management consulting who has previously done tech sales for a major software company, I was amused by Martin Keller’s article championing tech sales (sometimes known as consultative or customer success driven sales) over management consulting. In particular, the amount of risk one is willing to take.

Sales 68

Sales Management Consulting Development 68

Harvard Business

MARCH 24, 2017

When we think about startup cultures, we imagine ping pong tables, kegerators, and Nerf guns. However, this startup cultural utopia invariably hits a rough patch for about 70% of startups in years three to four, regardless of how happy the team was before. We call this the “cultural chasm.”

Culture 133

Culture Benchmarking Company Sales 133

Harvard Business

DECEMBER 13, 2023

They produced a cultural bible of sorts that chronicled a series of beliefs, artifacts, behavioral rituals, and language that constitute the McDonald’s fandom. That’s because today’s marketers have mistaken information for intimacy. He offers three questions marketers can ask to start to establish more intimacy with their own customers.

Data 280

Data Research Marketing Culture 280

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

Consulting Matters

AUGUST 6, 2018

Leadership and Culture Strategy : How employees are led, and the unspoken but understood “ways things get done around here” (e.g., People Strategy : What competencies are required; how individuals are recruited, selected, trained, recognized, compensated and rewarded; and how performance is measured, tracked and monitored.

System 216

System Consulting Enterprise Recruiting 216

Management Consulted

OCTOBER 18, 2013

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. Marketing Sales & Service. Howe created the IBM Consulting Group in 1992. IBM GBS ORGANIZATION.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

Prudent Pedal

FEBRUARY 9, 2022

Aligning Sales and Marketing in professional services–in any industry for that matter–is a perpetual challenge. Marketing blames Sales for not following up on the leads they share. Sales says the leads are worthless. Marketing gives Sales a brand story and complains that […].

Sales 75

Sales Marketing Industry Culture 75

Harvard Business

DECEMBER 11, 2019

The world’s biggest shopping day pushes the e-commerce giant to innovate, collaborate, and break down silos.

Sales 132

Sales Retail Operations Culture 132

LSA Global

MARCH 17, 2025

Top 8 Research-Backed Sales Management Skills to Master We know from sales management training that leading a sales can make or break sales performance. Sales success requires a thoughtful combination of strategic thinking , people skills, and analytical expertise to effectively lead, manage, and coach a sales team.

Sales 48

Sales Management Talent Metrics 48

Epicflow

NOVEMBER 8, 2024

MHI has over 80,000 employees on board from different countries and cultures who are led by effective team management. What connects HHI, MHI, and SHI is that these companies have established distinctive cultures that focus on value. It’s considered a rich repository of superior shipbuilding technology.

Management 222

Management Cash Flow Industry Real Estate 222

Harvard Business

DECEMBER 23, 2021

Focus on products, narrative, pop culture, and customer needs.

Culture 184

Culture Productivity Advertising Sales 184

Consulting Matters

JANUARY 9, 2020

Given responsibilities that require cross-cultural interactions. As long as you're skilled at sales and negotiations, you can easily land a single a client that could provide a good portion of your annual income. Leaders who have the most to gain from an executive coach include: Successful leaders who are: In transition (i.e.,

Consulting 288

Consulting Leadership ROI Travel 288