For Sales Forces, Big Data May Be Overhyped

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Tue, Aug 14, 2012

You've heard the pitch: "You now have a huge volume, variety, and velocity of customer data, sales transaction data, competitive data, and sales activity data. With the combination of cloud storage and computing, mobile technologies, and powerful analytical and predictive tools, we can start mining 'big data' and reaping huge rewards."

It's not that simple, especially for sales forces.


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To Build a Great Sales Team, You Need a Great Manager

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Jul 23, 2012

If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?


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Think Twice Before Promoting Your Best Salesperson

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Fri, Jul 06, 2012

Do the best salespeople make the best sales managers? Almost unanimously, when we ask sales leaders this question, the answer is "no." Yet paradoxically, and too often, sales leaders look for candidates among the sales ranks and select the best salesperson for the manager job. They assume that because an individual was successful in sales, that individual will be successful in management too.


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Organizing a Sales Force by Product or Customer, and other Dilemmas

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, May 16, 2012

HP announced in March that it was combining its printer and personal computer businesses. According to CEO Meg Whitman, "The result will be a faster, more streamlined, performance-driven HP that is customer focused." But that remains to be seen.


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What Does It Mean to Sell? Ask the U.S. Supreme Court

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 23, 2012

For anyone involved in the sales process, a case before the U.S. Supreme Court hinges on a fascinating question: Is someone who does most of the traditional functions of a salesperson but never actually closes a sale really a salesperson? It's no trivial matter; in fact, it could have big implications regarding the way salespeople are compensated across industries.


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