Page 191 - HBR's 10 Must Reads - On Sales

INDEX

feedback from, 37 sales presentations, 71–73
four factors for a successful, 48 sales quotas
high-performing, 69–70, 72–82 cumulative, 157
judgment and creativity of, 102, gaming of, 152–153, 155–156
103, 105–109, 112–113 ratcheting, 150, 151
latitude for, 106 setting and adjusting, 156,
listening to, 19–21 159–160, 162
in mature companies, 59–62 sales territories, 61
micromarkets and, 85 sales tools, 135
motivations of, 113–114, 149–160 Schmidt, Karl, 127–138
outsourcing of, 49–50 self-interest, 3, 14
performance management, 95–96 sellers
quality and attitude of, 164 adaptable, 102
ROI on, 57 perceptions about, 16–18
size of, 50–52, 54–58 “shared learning,” 133–134
solution selling and, 67–82 Sinha, Prabhakant, 45–65
as source of innovation, 167 Skeptics, 77–78, 79
specialization of, 52–53 social media analytics, 97, 133
in start-up companies, 48–52 solution selling, 67–82, 165–166
structure of, and business life SonoSite, 49–50
cycle, 45–65 specialization, of sales force, 52–53
supporting, 93–94, 103, 107–109 spreadsheet coaching, 108
talent development, 98, 112–114 stakeholders, 104
sales funnel, 39, 41, 106, 107–108 consensus among multiple,
sales machine, 101–114 127–138
judgment-oriented, 105 identifying common ground
process-driven, 102, 103, 105 among, 132–134
sales managers types of, 74–80
facilitation by, 109–111 start-up companies
importance of, 166 key stages for, 140–145
informal communication by, 111 sales force for, 48–52
long-term focus of, 112 tech, 167
as peer-level guides, 108–109 status power, 10, 11–12
role of, 109–112 strategic purchases, 116
sales metrics, 42–43, 103 suppliers, misunderstanding of
sales opportunities customers by, 116–118
aligning sales coverage with, sustainable growth plan, 143–145
91–92
creating sales plays for types of,
92–93 talent development, 98, 112–114
data analysis to identify, 97 “Talkers,” 76, 77, 79
prioritizing, 73–74 “Teachers,” 76, 77–78, 79

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