Efficiency Enterprise Sales 
Harvard Business
AUGUST 22, 2023
Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.
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. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions.
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Harvard Business
DECEMBER 17, 2018
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. Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value.
Harvard Business
JUNE 13, 2017
That’s why decision makers require spot-on data and efficient, streamlined systems to maintain it. Too many sales teams (and other departments) enter data by hand but create fresh entries instead of searching their systems and updating existing accounts, which muddies their data sets. and Cisco Precision Tools.
Harvard Business
MARCH 30, 2017
Clearly, any enterprise that doesn’t embrace automation won’t be able to survive any better than a farmer with a horse-drawn plow. market share in online sales. That allows the sales associates to focus on serving customers rather than wasting time and energy managing transactions. This creates a dilemma for leaders.
Harvard Business
FEBRUARY 16, 2017
Cleaning up data downstream is expensive and not scalable, because data is a byproduct of business processes and operations like marketing, sales, plant operations, and so on. Quantifying the impact of data quality on the efficiency of operations, and then helping the operations improve their data quality to get the savings, is a win-win.
Harvard Business
AUGUST 16, 2018
Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. Perceptions about his overall efficiency and effectiveness rose dramatically.
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