5 Skills Every Salesperson Needs to Succeed - Harvard Business …
Sep 19, 2022 · A study of more than 20,000 job listings for salespeople posted between 2019 and 2022 reveal many of the attributes that have always been crucial for success in this field, such as communication ...
A New Way to Compensate Sales Teams - Harvard Business Review
Mar 15, 2024 · I talk to hundreds of sales leaders each year at B2B companies of all sizes, and a common theme has emerged: Although the business environment is completely different than it was 20 years ago, the ...
A Great Sales Pitch Hinges on the Right Story - Harvard Business …
May 21, 2024 · The sales team, all wearing company shirts, stopped at a diner for lunch. A waitress noticed the logo and approached their table. “I love your product,” she said.
How CEOs Make or Break Sales - Harvard Business Review
Mar 5, 2025 · A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals. A CEO’s involvement in B2B sales deals, while often ...
How Sales Teams Can Use Gen AI to Discover What Clients Need
Feb 13, 2025 · Lisa Earle McLeod is a sales strategist and professional speaker whose clients include Salesforce, Kraft Heinz, and Roche. She is the author of Selling with Noble Purpose and an expert in sales ...
How to Improve Your Sales Skills, Even If You’re Not a Salesperson
May 22, 2017 · At some point in your career, even if you’re not in sales, you’re going to have to sell something — whether it’s your idea, your team, or yourself. Here are some strategies for improving ...
When Sales Incentives Backfire - Harvard Business Review
Mar 18, 2025 · Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those incentives bring unintended consequences. New research identifies eight ways that salespeople across ...
Sales team management - HBR
3 days ago · The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also... Save; Share; April 19, 2011;
How Generative AI Will Change Sales - Harvard Business Review
Mar 31, 2023 · Sales work typically requires administrative work, routine interactions with clients, and management attention to tasks such as forecasting. AI can help do these tasks more quickly, which is why ...
A Better Way to Link Sales and Marketing - Harvard Business Review
Authors Prabhakant Sinha, Arun Shastri, and Sally Lorimer—principals at the global professional-services firm ZS and coauthors of The Harvard Business Review Sales Management Handbook: How to ...