jhamedi, Author at Harvard Business Publishing https://www.harvardbusiness.org/author/jhamedi/ Thu, 11 Oct 2018 15:28:10 +0000 en-US hourly 1 https://wordpress.org/?v=6.5.5 How L&D Can Accelerate Sales Performance https://www.harvardbusiness.org/how-ld-can-accelerate-sales-performance/ Thu, 12 Mar 2015 15:21:11 +0000 http://www.harvardbusiness.org/?p=1309 Judging by their rhetoric at off-sites, few managers are against increasing capabilities in their organizations. But do firms turn rhetoric into reality where, arguably, it counts most: in linking strategic goals with the behaviors of the people who deal with customers? Consider: U.S. firms spend annually on sales forces more than 3 times their total advertising spend, more than 20 times their spending on all digital marketing, and more than 100 times their current spend on social media. As Mark Twain said, “If you put a lot of eggs in one basket, then keep your eye on that basket!” Sales person turnover […]

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