Page 188 - HBR's 10 Must Reads - On Sales

INDEX

compensation (continued) data analysis, 84–85, 93–99,
overly complex plans, 151–153, 155–157, 162
163–164 data management, 95
plans for, 154 deciders, 7, 8
salaries, 152, 164 decision makers
strategies for using, 139–148 consensus among multiple, 104,
using data on, 155–160 127–138
competitive advantage, 28, 29, determining, 3
120–121 insight selling and, 102
compliance sales climate, 109, 110 defined relationship, between
consensus sales, 127–138 sales and marketing, 29,
corporate culture, 12, 111, 166–167 33, 34, 35
corporate jet purchases, 3–5 disintermediation, 164–165
critical thinking skills, 112 distinctive features, 116–117
cross-functional collaboration, 96– Dixon, Matthew, 67–82, 101–114
98
culture
of change, 55 emotional intelligence, 112
organizational, 12, 111, 166–167 employee productivity, 110–111
cumulative quotas, 157 empowered customers, 104
customer acquisition plan, 140–141 established demand, 70–74
customer agility, 71 expert power, 10, 11
customer retention, 141–143
customers
achieving consensus in, 127–138 fairness, in compensation plans,
business priorities of, 122–123 153
coaching on how to buy, 80–82 features, 116–117
connecting with emotions of, feedback, from sales force, 37
136–137 field experiments, on compensation,
emerging needs of, 71 157–159
identifying justifiers for, 119–123 free sales, 163
informed, 102, 115 “Friends,” 77, 79
misunderstanding, by suppliers,
116–118
redefining needs of, 71–73 gatekeepers, 6, 7
selling to empowered, 104 gifts, 158–159
stakeholders, 74–80, 105, 127–138 globalization, 165
upending traditional ways of “Go-Getters,” 76, 77–78, 79
thinking in, 72–73 Goyal, Manish, 83–99
See also buyers growth phase, sales force in, 52–58
customer-verified sales funnel, growth pockets, 84–90
107–108 “Guides,” 77, 79

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