Sales Force Management - Publications - Faculty & Research

02 Mar 2015
Research & Ideas

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

day, 7 days a week and is available from one's own home without a trip. While Amazon has been compared to Walmart, it's probably most apt to compare Amazon to category killers. Amazon's sales are only a fraction of Walmart's, but like... View Details

Keywords: Re: Rajiv Lal; Retail

30 Oct 2005
Research & Ideas

Tuning Jobs to Fit Your Company

Operations managers who are insulated from the marketplace must be forced to interact with people in units that are closest to customers. In all of these cases, it's up to senior View Details

Keywords: by Robert Simons

09 Jul 2008
Research & Ideas

Starbucks’ Lessons for Premium Brands

prices. Third, opening new stores and launching a blizzard of new products create only superficial growth. Such strategies take top management's eye off of improving same store sales year-on-year. This is the heavy lifting of retailing,... View Details

Keywords: by John Quelch; Retail

15 Nov 2016
News

China IFC: Global Access, Global Perspective

and their management teams.” The Business of Going Global, China-Style, one of six IFCs in the MBA Program’s Elective Curriculum in 2016, was designed and led by two faculty members with extensive knowledge of the region. Willy C. Shih,... View Details

01 Sep 2006
News

Light Years Ahead

team, an experience that convinced him that he needed more management skills. By his own recollection, he was virtually “clueless” about the very special place to which he was heading. His application to the MBA Program caught the... View Details

Keywords: Roger Thompson; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

18 Apr 2007
HBS Case

How Magazine Luiza Courts the Poor

the United States. We've been unable to crack that code of 'courting the poor' in any systematic way, so I wanted to investigate further." Frei, a member of the HBS Technology and Operations Management Unit, uses the case in the... View Details

Keywords: by Julia Hanna; Retail

Career Coach

Matt Spielman

Matt (Columbia ’94, HBS ’99) is the Founder and Managing Partner of Inflection Point Partners, an executive coaching and leadership development firm dedicated to igniting careers and energizing lives. Matt and his team at Inflection... View Details

Keywords: Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management; Investment Management

01 Sep 2004
News

A Market-Based Prescription

The Bulletin caught up with HBS professor Regina E. Herzlinger this summer as she was en route to Nashville to accept the 2004 Healthcare Financial Management Association Board of Directors’ Award. The prestigious honor recognizes thought... View Details

Keywords: Deborah E. Blagg; Colleges, Universities, and Professional Schools; Educational Services; Health, Social Assistance

01 Mar 2017
News

HBX: Reimagining HBS for the Digital Age

message for my team and how we communicate with our customers has begun to shift.” Paige Peterson, participant in Disruptive Strategy certificate program, sales manager “I have already applied so much of... View Details

29 Mar 2010
Research & Ideas

Ruthlessly Realistic: How CEOs Must Overcome Denial

of him and his company. But eventually, when sales of his breakthrough, no-frills Model T began to flag because car buyers became interested in style, not just functionality, Ford refused to face facts. He denied that the world had moved... View Details

Keywords: by Martha Lagace; Auto; Retail; Technology

May 1985
Supplement

Milford Industries (A1)

By: Robert J. Dolan

Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer. View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

Citation

Purchase

01 Jun 2006
News

One-on-One with Tom Oreck

grounding in every aspect of the business. “I like to tell people that I rose up the ranks through the sheer force of nepotism,” he deadpans with self-deprecating humor. He made HBS his last training stop before taking over as president... View Details

Keywords: Roger Thompson; Clothing and Clothing Accessories Stores; Retail Trade

01 Mar 2004
News

Reforming Company Boards

exceed analyst expectations. Businesses do not grow that way. If they’re managed well, they grow incrementally, with minor setbacks. The model that we have come to rely on — that companies’ earnings grow smoothly — is just not right. Do... View Details

Keywords: Corporate Services

10 Jun 2013
Research & Ideas

How Numbers Talk to People

deep statistical analysis, just good data and reporting approaches. It is often encountered in online businesses, where customer clickstreams provide plenty of data-often too much-for analysis. One expert practitioner of the CSI story approach is Joe Megibow, vice... View Details

01 Jun 2018
News

June 2018 Alumni and Faculty Books

And his afterlife: “When three-headed Cerberus greeted him / Socrates replied: ‘I won’t need / an attack dog, thank you. I married one.’” Mergers and Acquisitions: Integration and Transformation Management as the Gateway to Success by... View Details

26 Apr 2004
Research & Ideas

A Clear Eye for Innovation

The Roman god Janus had two sets of eyes—one pair focusing on what lay behind, the other on what lay ahead. General managers and corporate executives should be able to relate. They, too, must constantly look backward, attending to the... View Details

Keywords: by Charles A. O'Reilly III & Michael L. Tushman

09 Feb 2016
First Look

February 9, 2016

most sales compensation plans (about 70%, according to surveys) incentivize volume independent of the type of sale or cost-to-serve different customers. This is ineffective deal View Details

Keywords: Sean Silverthorne

05 Sep 2012
First Look

First Look: September 5

scientists that may be due to a performance management system that leaves top performing employees slighted by the practice of uniform ratings. In an effort to retain top employees, the company institutes a View Details