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HBS Working Knowledge August 2, 2004 Jonathan Byrnes	Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied.
HBS Working Knowledge October 6, 2003 Jonathan Byrnes	Managing Profitability: One Year Later The most important issue facing managers in this difficult economy is making more money from the existing business without costly new initiatives. The author revisits this assertion from a year ago.
Entrepreneur May 2006 Barry Farber	Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share.
HBS Working Knowledge February 2, 2004 Jonathan Byrnes	Action-Training for Effective Change Profitability management is all about greatly improving a company's performance without the need for capital expenditures. But this requires effective change management and ironically, for many managers, it may seem easier to spend money than to change their managers' behavior.
HBS Working Knowledge October 3, 2005 Jonathan Byrnes	Use Best Practice to Fire Up your Sales Team The most powerful aspect of harnessing your own best practice is that your sales force will be very receptive to the improvements. Your own best practice is literally your own.
Pharmaceutical Executive January 1, 2007 Davenport et al.	Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.
CRM December 13, 2013 Rogers & Stein	Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.
HBS Working Knowledge April 3, 2006 Jonathan Byrnes	Making the CFO Chief Profitability Officer Profitability management opens a new realm of opportunity for the creative CFO. Using it, a CFO can generate revenues, profits, and cash surprisingly quickly, and at very little cost. But it requires that the CFO move beyond his or her traditional domain.
Pharmaceutical Executive July 1, 2005 Mark A. Stiffler	Sales Management: Pay-for-Performance Incentive management helps align sales force strategy with pharmaceutical reps' compensation.
HBS Working Knowledge May 1, 2006 Jonathan Byrnes	"Revenues are Good, Costs are Bad" and Other Business Myths Here are ten of the worst business myths.
HBS Working Knowledge December 5, 2005 Jonathan Byrnes	Middle Management Excellence What is the single most important thing a CEO can do to maximize his or her company's performance? The answer is to creatively, aggressively, and systematically build the capabilities of the company's middle management team: the vice presidents, directors, and managers.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet for your business?
Investment Advisor June 2010 Inveen & DePardo	Paying to Fail The third of our quarterly features drawing on the 2009 FA Insight Study of Advisory Firms: People and Pay.
Pharmaceutical Executive February 1, 2012 Wilcox et al.	Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
HBS Working Knowledge December 1, 2003 Jonathan Byrnes	Bridge the Gap Between Strategy and Tactics Core integrated planning is a five-step process. Here are the key Magic Matrices, and some important planning issues they enable managers to address.
PHONE+	5 Steps to Setting & Reaching Goals By following the simple five-step goal-setting formula below anyone can turn their goals and dreams into reality.
CRM February 2015 Robert Wollan	It's Time to Tear Up Your Sales Playbook Stay relevant in today's competitive market with these five tips.
Investment Advisor September 2010 James Manouse	IA Soapbox: B/D Marketing Departments Are Wrong A marketing department must help to make the affiliated rep the dominant rep in their local area.
Pharmaceutical Executive November 1, 2006 Barricklow & Bandy	Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives.
HBS Working Knowledge February 7, 2005 Jonathan Byrnes	Precision Retailing Can you apply profitability management to a retailer?
Pharmaceutical Executive January 1, 2009 Carrie Fisher	Uneven Landscape The headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.
Investment Advisor November 2006 Mark Tibergien	Just Rewards While compensation plays an important role in driving performance of individuals and the business, it's also important for financial advisors to recognize that money is not an adequate substitute for active management.
Registered Rep. February 21, 2007 John Churchill	Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral."
Pharmaceutical Executive August 1, 2008 William Schiemann	Do Something! Seven steps you never knew that could fix the sales force.
Pharmaceutical Executive January 1, 2006 Davenport & Fisher	Sales Force Survey Base pay is up and incentives are easier to earn as the pharmaceuticals industry tries to hang onto top performers and attract new talent.
Entrepreneur October 2003 Kimberly L. McCall	Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive.
CRM January 1, 2007 Jeff Pedowitz	Great Marketing Plans A great marketing plan, along with a demand generation solution to executive, automate, and measure much of the ensuing marketing campaign, will direct well-thought-out messages to the right people -- and you'll be able to prove it.
Bank Systems & Technology August 5, 2004 Ivan Schneider	Security National Brings Families Closer Customer profitability software allows a bank to gain strategic clarity about the drivers of its overall profitability, but it's difficult to pin down an exact return on investment.
CRM January 1, 2008 Colin Beasty	Tech Solution: Sales Compensation Management Business Problem: Inability to drive a sales force's behavior, rapidly deploy new sales plans, or effectively track and pay compensation and bonuses.
Financial Planning May 1, 2006 Marianne Czernin	Don't Let Simple Things Trip You Up! Financial professionals must take the time to make sure they understand what the various regulatory organizations require them to do before they actually do it. They shouldn't go it alone, or they could find themselves in the same situations as these reps.
National Defense December 2009 Lawrence P. Farrell Jr.	Before War Strategy Is Settled, Political Aims Must Be Defined Amid uncertainty and unease about the future of the U.S. military in Afghanistan, the importance of clear political objectives can't be overstated.
Bank Systems & Technology April 1, 2005 Keith Knudsen	One Question For: Keith Knudsen, EVP, Security National Bank How is Security National Bank leveraging technology to improve customer relationships and boost profitability?
HBS Working Knowledge November 3, 2003 Jonathan Byrnes	Bridge the Gap Between Strategy and Tactics Profitability management, the theme of this column, is all about translating great strategies into sound plans -- and sound plans into effective tactical actions.
Entrepreneur April 2006 Kimberly L. McCall	Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation.
CRM April 2013 Kelly Liyakasa	Sales Reps Are Falling Short of Their Goals Short-term strategies and a lack of automation could be culprits.
Entrepreneur December 2005 Kimberly L. McCall	Money Talks Motivate sales reps with the almighty dollar.
Entrepreneur April 2004 Kimberly L. McCall	Fighting Mad Is infighting among your sales reps sidelining your business? Try these tips to get back on track.
Financial Advisor January 2004 Tracey Longo	How Much Should You Earn? The biggest mistake advisors make is failing to align their compensation strategy with their business strategy. Instead, they'll use compensation as a substitute for active management. They'll throw money at people and problems.
CRM November 24, 2015 Oren Smilansky	Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing.
Entrepreneur January 2006 Kimberly L. McCall	Surface Tension Give sales reps a break before their stress bubbles over. Here are tips from an expert to ensure your reps don't get frazzled.
Pharmaceutical Executive August 1, 2005	Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk.
Financial Planning March 1, 2007 John Nersesian	Making a Map Your business plan is the road map that ensures your advisory practice goes in the direction you want to achieve your goals. A properly drawn business plan will ensure that you are heading in the right direction.
Bank Technology News May 2001 Maria Bruno	CoreProfit Tackles Profitability from the Bottom Up Company turns profitability models upside down so that banks look at customer costs first...
Pharmaceutical Executive November 1, 2008 Tousi & Lee	Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies.
Registered Rep. December 11, 2003 David A. Gaffen	Smith Barney Changes Payout Grid Smith Barney is altering its compensation system for 2004, with the main goal being to simplify its payouts and make them more product-neutral.
CRM May 2004 David Myron	Is Your Compensation Plan Undermining Your CRM Initiative? How to create incentive plans that are in line with your corporate strategy.
Registered Rep. October 1, 2005 Matt Barthel	Insurance and the Generation Gap Reps historically have been reluctant to sell life insurance because of the steep learning curve associated with the products, and there is evidence that many still are hesitant to put forth the effort necessary to grasp the products' nuances.
Pharmaceutical Executive November 1, 2014	Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.
Registered Rep. November 1, 2004 Mark Henricks	My Cousin Says Clients brimming with investment ideas, hot tips, warnings and other scuttlebutt gathered from newspapers, the Internet or -- worse -- family and friends are common to every rep's office.
Real Estate Portfolio Jul/Aug 2003 James B. Wright	Governing REIT Compensation As recent well-publicized REIT proxy/management battles have demonstrated, REIT governance issues are no longer under the radar. In time, shareholder concerns (and any REIT vulnerabilities) relative to independent compensation decisions will also receive scrutiny.