Harvard Business

MAY 20, 2016

Facing interconnected operational issues, members of the eight-person senior leadership team were turning against one another. The sales and marketing director said he was receiving complaints about sloppy service. The sales and marketing director said he was receiving complaints about sloppy service. Insight Center.

Operations 102

Operations Hotels Case Interview Finance 102

Markovitz Consulting

DECEMBER 1, 2020

The sales, marketing, product, and customer service teams were stuck at the 11th hour (well, the 12th hour, actually) adjusting for the CEO’s violation of structure. He diverted a container that was en route to the US with $400,000 worth of shoes to Africa, where he unloaded everything at a loss.

Boston Consulting Group 259

Boston Consulting Group Meeting Travel Productivity 259

Harvard Business

JUNE 23, 2016

That, in brief, is the concept of a leadership circle. While a natural inclination, this group is (by design) representative of current operating units and functions, which often have a status quo to defend. Creating a leadership circle is a step toward addressing these shortfalls.

Leadership 126

Leadership Pharmaceuticals Company Groups 126

LSA Global

DECEMBER 2, 2024

We know from leadership simulation assessment data that the impact of CEOs on strategy matters. 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

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., stated and implicit performance expectations, role and styles of leadership, etc.). Every organization has these components, whether consultants and leaders are aware of them or not.

System 216

System Consulting Enterprise Recruiting 216

Harvard Business

SEPTEMBER 1, 2016

Gallup focused on six outcomes: sales, profit, customer engagement, turnover, employee engagement, and safety. 10%-19% increase in sales. Start with leadership. The study examined the effects those interventions had on workgroup performance. It included 49,495 business units with 1.2 14%-29% increase in profit.

Development 132

Development Sales Talent Study 132

Harvard Business

DECEMBER 2, 2016

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. There are many different types of machine learning, and a variety of definitions of the term.

Operations 70

Operations Construction Sales Data 70

CaseInterview.com

MARCH 17, 2020

The need for effective leadership is especially acute during a major crisis. My guidance has usually been in the context of a client seeing major drops in sales, engaging in layoffs, and redirecting the team in a productive direction (as opposed to being paralyzed by fear or working on their resumes). Coronavirus Crisis Leadership.

Leadership 88

Leadership Case Interview Interviews Sales 88

Markovitz Consulting

JANUARY 7, 2019

But when it comes to internal operations at least, disruption is often both bad for business and for employees, because it causes unevenness in work. Leaders won’t get an accurate picture of how the processes are operating. Next week: sales incentives and volume discounts.

Operations 160

Operations Retail Resources Productivity 160

Harvard Business

JANUARY 30, 2017

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. Consider two examples.

Sales 70

Sales Culture Talent Ethics 70

Harvard Business

OCTOBER 30, 2018

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. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Harvard Business

MARCH 13, 2017

Companies wind up in trouble and squander the time, talent, and energy of their workforce when they lose focus, spend money on things that don’t make a difference to employees or the future of the business, and use operating models that are out of whack. redesign the operating model. Redesign the Operating Model.

How To 147

How To Energy Operations Bain 147

Consulting Matters

APRIL 24, 2020

I’m not a strict operator. The majority of my successes in my career have been in getting those two groups to kind of talk together and to take the engineering vision, and kind of bound it with the operational limitation, and make sure everybody is on the same page. Sometimes it’s not operational capacity.

Interviews 156

Interviews Company Marketing Operations 156

Harvard Business

DECEMBER 4, 2017

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. This danger is prevalent in sales. Denver Post/Getty Images.

Sales 71

Sales Case Interview Recruitment Recruiting 71

Harvard Business

DECEMBER 4, 2017

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. This danger is prevalent in sales. Denver Post/Getty Images.

Sales 71

Sales Case Interview Recruitment Recruiting 71

Brimstone Consulting

APRIL 7, 2020

The beauty and personal care division of a global packaging company increased sales by aligning the leadership team, establishing operating mechanisms, and establishing accountability. The result was numerous obstacles that were impeding the operation and success of the division. CASE STUDY. Let's talk CONTACT BRIMSTONE.

Sales 52

Sales Case Study Case Studies Study 52

Consulting Matters

AUGUST 25, 2022

How to build your business by operating in joyful work. Related Blog, Video, or Podcast Episode: Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. Next steps: Be you!

Interviews 156

Interviews Operations Consulting Video 156

Harvard Business

DECEMBER 1, 2016

What does digital leadership look like in this sense? Leadership is changing — fast. One large media organization faces large incumbent players and operates in a market that is growing quickly. What’s unique about this company’s leadership? We call this operating structure the “network of teams.”

Leadership 70

Leadership Metrics Operations Culture 70

Markovitz Consulting

AUGUST 19, 2020

Here are a few areas that are probably creating lethal operational drag on the corporate ship. At this level, managers are consumed with the chaos of daily operations, and seldom have any understanding—or bandwidth—to execute on the lofty strategic goals pronounced in the C-Suite. Problem: lack of clarity around strategy.

Guidelines 140

Guidelines Operations Talent Sports 140

Epicflow

JANUARY 19, 2022

Electric Vehicles Production and Sales Will Grow. EVs are going to gain higher market shares in Europe, the United States and China and outpace ICE vehicles sales. What else should we expect in 2022? Find it out from our review of the most prominent autotrends. Autonomous Cars: Level 3 Self-Driving Private Car Becomes Available.

Automotive 238

Automotive Trends Industry System 238

Harvard Business

MAY 1, 2018

The consequences can be farther reaching than most leadership teams realize. At their best, leadership teams synchronize their organizations into cohesive powerhouses. In my 30 years of working with leadership teams, these are three habits that I’ve seen have the most negative influence over a company.

Culture 136

Culture Leadership Study Comparison 136

Harvard Business

AUGUST 30, 2018

In 2016 the leadership team of a national retail organization asked us to help boost their frontline performance. They reached out to us because we wrote a book describing how these performance outcomes would be improved with an operating model that increases motivation.). To show how it works, we’ll walk you through an example.

How To 131

How To Retail Productivity Sales 131

Harvard Business

NOVEMBER 30, 2018

Car sales in the U.S. But car sales are now probably past a cyclical peak, not only in the U.S. Capital-intensive factories have a high-fixed-cost, low-variable-cost operating model. Every day GM operates such factories, it expends more resources that could be redeployed elsewhere. That is what GM is trying to do.

Cash Flow 129

Cash Flow Operations Government Sales 129

Harvard Business

MAY 23, 2017

As the CEO of a small investment firm, I was surprised by the finding, but as I considered my own leadership style and intraoffice relationships, I concluded that the authors were onto something. For example, my friend Terri is the regional sales manager for a medical device company, which was acquired by a larger firm six months ago.

Sales 134

Sales Survey Leadership Study 134

Consulting Matters

NOVEMBER 3, 2022

For consultants and coaches, traditional sales don’t work. A pitch is about sales. Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. A story is about service. I have a free PDF that goes along with today's episode.

How To 156

How To Sales Consulting Meeting 156

Brimstone Consulting

MARCH 29, 2022

Further, the organization had not invested in leadership development nor was there a common leadership language. Following the assessment, Brimstone began by working with the leadership team to develop a comprehensive strategy. The senior leadership team then went through Brimstone’s Performance Leadership (PL) program.

Agile 96

Agile Strategy& Strategy Strategy 96

Harvard Business

SEPTEMBER 27, 2017

Coca-Cola recently reshuffled its leadership team to focus on growth, innovation, and digital. Unilever has acquired Dollar Shave Club , a young startup, for $1 billion in a move to introduce a new model of subscription sales. This shift gives CPGs an opportunity to gain rich insight into the tastes and habits that drive their sales.

Media 136

Media Fashion Agile Sales 136

Management Consulted

DECEMBER 11, 2013

Capgemini Consulting has an executive committee with a CEO, Xavier Hochet, and a Deputy CEO, Ken Toombs, who also doubles is the Global Sales Officer and CEO of Capgemini Consulting North America. The board committees have no decision-making authority. Industries. Office Locations. Capgemini has over 190 offices located all over the globe.

Capgemini 192

Capgemini Interviews Consulting Accenture 192

Tom Spencer

NOVEMBER 14, 2020

Leadership potential. We analyzed the start-up’s sales with the goal of improving business growth, created an excel pricing model, and analyzed the start-up’s cost-management and labor use efficiency. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

Consulting 142

Consulting Recruiting Recruitment Sales 142

Harvard Business

AUGUST 31, 2018

Developing a diverse leadership pipeline can benefit companies in all sectors. And yet black women’s advancement into leadership roles has remained stagnant , even as the number of them in professional and managerial roles has increased. They pursue management challenges.

Management 132

Management Leadership Culture Development 132

Brimstone Consulting

JUNE 7, 2022

Additionally, the process enhances leadership development and growth. The interim president of division recognized that an absence of operating mechanisms, role clarity, and market pressures were impeding the operation and success of the decision. These segments were later sold.

Case Studies 79

Case Studies Case Study Leadership Operations 79

Asamby Consulting

JANUARY 13, 2022

Why you need a COO or Operations Manager. Either their operations have grown quite a bit or they are in the midst of growing. Many founders and CEOs ask us this question: Do I need an operations manager? But there are a few questions: Why is it necessary to hire an operations person? We answer with a resounding yes.

Operations 52

Operations Management Methodologies Report 52

Harvard Business

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. Alternatively, the company can operate in stealth mode by targeting customer segments that have been poorly served or ignored by traditional distributors.

Strategy& 128

Strategy& Strategy Strategy Insurance 128

Consulting Matters

OCTOBER 6, 2022

Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. Related Blog, Video, or Podcast Episode: What Is A Brand And Why Do You Need One? Architect Your Business Joy with Jodee Peevor.

How To 156

How To Sports Training Training 156

Consulting Matters

SEPTEMBER 15, 2022

Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. Related Blog, Video, or Podcast Episode: What Is A Brand And Why Do You Need One? Architect Your Business Joy with Jodee Peevor.

Consulting 156

Consulting Video Sales Operations 156

Harvard Business

OCTOBER 10, 2017

In Precision’s case, good tactical performance required developing rules, checklists, and standard operating procedures and then following them closely. A great salesperson will operate much more efficiently with a defined process for reaching out to prospects. We made a number of operational changes to the call center.

Metrics 134

Metrics Engineering Operations Sales 134

Tsavo Neal

JULY 20, 2017

We discuss concepts to help listeners advance their strategy, operations and implementation skills, enhance their critical thinking ability and build their executive presence. Sales for Nerds by Reuben Shwartz. Sales for Nerds ( [link] ) helps technical experts who started their own business hack the sales and marketing process.

Consulting 113

Consulting Interviews Sales Travel 113