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Channel Management

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The Sales Role Multinationals Need in Emerging Markets

Harvard Business Review

OCTOBER 31, 2016

For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. Somewhere else? This is a problem for several reasons.

Marketing

Marketing Channel Management Incentives Survey

The Big Disconnect in Your Talent Strategy and How to Fix It

Harvard Business Review

DECEMBER 23, 2016

This leaves operating managers, the ultimate “consumers” of talent, to choose between two talent acquisitions methods (or “sourcing channels”): Either engage HR to acquire employees or engage Procurement to acquire contingent workers. Educate leaders on how and why to optimize a blended workforce.

Strategy

Strategy Span of Control Finance How To

Leadership Digital

The Sales Role Multinationals Need in Emerging Markets

The Big Disconnect in Your Talent Strategy and How to Fix It

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