hbr.org
For more than three decades, Andris Zoltners, now an emeritus professor at Northwestern, has been studying the best ways to organize and pay salespeople. The pioneer of sales analytics, he is the founder of one of the world’s largest sales consulting firms and the author of six books on sales management. In this interview, he shares some of his insights with HBR. Companies make several common mistakes with sales compensation, Zoltners notes: over- or underincentivizing key products, setting quot…
almost 9 years ago
hbr.org
The comedian on innovation, sustaining popularity, and humor as a leadership tool
about 7 years ago
hbr.org
A conversation with Niraj Shah, Bijan Sabet, and Jennifer Lum
almost 6 years ago
hbr.org
Spirit AeroSystems’ Tom Gentile shares what he learned from tracking his hourly activity for 13 weeks.
over 5 years ago
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