Page 190 - HBR's 10 Must Reads - On Sales

INDEX

mobilizers, 77–80, 131–132 psychological intelligence, 3, 18–21
decreasing individual risk for, purchase decisions. See buying
135–136 process
equipping for effectiveness, purchasers, 7, 8. See also buyers
137–138 purchasing managers, 116–119
increasing perceived rewards for,
136–137
motivating, 135–137 quarterly business reviews, 120
tools for, 135
motivation
of buyers, 14–16 Rackham, Neil, 23–44
of mobilizers, 135–137 ratcheting quotas, 150, 151
of salespeople, 113–114, 149–160 resource allocation, 59–61, 91–92, 95
revenue targets, 42
reward power, 10
Narus, James A., 115–125 reward systems, 42. See also
network performance, 110–111 compensation
noncash incentives, 159 Roberge, Mark, 139–148
nonstrategic purchases, 116–118, 125 route sales, 149

opportunity maps, 93–94 salaries, 152, 164
organizational climate sales audits, 19–21
changing, 105–109 sales calls, productive, 18–19
insight selling and, 103 sales contests, 144–145
organizational culture, 12, 111, sales cycle, lengthening of, 101
166–167 sales department
outsourcing, of sales function, 49–50 budget, 27–28
relationship between marketing
and, 23–44, 96–98, 138
peer groups, 92–93, 96 sales force
performance management, 95–96, account managers, 61–62
104 business growth and, 52–58
power bases, 9–14 colocation of, with marketers, 37
price competition, 102, 106 compensation for, 113–114,
price concessions, 117–118 139–168
pricing, 27 complaints by, 149
principal-agent theory, 151–152 in declining companies, 62–65
products declining size of, 167–168
benefits of, 14–15 diminishing role of, 164–165
marketing of, 28 distribution of, 91–92
promotion costs, 27–28 downsizing, 62–64

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