Filter Results
:
(666)
Show Results For
-
All HBS Web
(666)
- News (127)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (165)
Show Results For
-
All HBS Web
(666)
- News (127)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (165)
- 09 Jul 2018
- Research & Ideas
Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)
of whom could benefit from using 3-D printing technology in different ways. In order to reach them, the company faced three options, which Cespedes spells out in a Teaching Note accompanying the case: (1) developing an outbound sales...
View Details
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
hard decisions about returning to the market. Here’s a common prediction: Social distancing forces people to do more buying online and communicating through social media, thus accelerating a permanent, big shift after the crisis to more...
View Details
Keywords:
by Frank V. Cespedes
- 15 Nov 2010
- Lessons from the Classroom
Connecting Goals and Go-To-Market Initiatives
important that firms have clear criteria for choosing customers. But most firms don't. When you look at their business plans and sales incentives, they are essentially saying to their salespeople, "Go forth and multiply!" And that's...
View Details
Mary Kay Ash
Ash created a successful cosmetics company by and for women by utilizing a direct sales force and creative motivational sales techniques. At the end of its first year, Mary Kay...
View Details
Keywords:
Personal Care & Home Products
Thomas M. Siebel
Siebel founded his firm in 1993 as a provider of sales force automation systems. Though his firm quickly became a major player in sales force...
View Details
Keywords:
Computers & Electronics
- 10 Mar 2021
- News
Vision: A Unicorn Evolves
“I realized that it’s not about the idea; it’s about the team,” Medina recalls of those early days. It was a revelation that would serve him well. Medina soon joined forces with product designer Andrew Kinzer and enrolled in the...
View Details
Leland I. Doan
Doan was responsible for Dow Chemical’s greatest diversification and expansion. Doan began by delegating increased authority to department heads and building a larger sales force trained to become market and...
View Details
Keywords:
Chemicals & Industrial
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with sales View Details
Keywords:
Re: Multiple Faculty
Samuel M. Walton
1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions....
View Details
Keywords:
Retail
Bernard Marcus
employees that would revolutionize the home improvement market. As Home Depot grew, it surpassed competitors like Hechinger's and Lowe's, as well as forced the closing of Marcus and Blank's former employer. By the end of Marcus' tenure,...
View Details
Keywords:
Retail
Truman K. Gibson
In 1943, Gibson became head of Supreme Life Insurance, which had $53.8 million in industrial insurance policies in force. Gibson ushered in a solid seven years of growth and financial stability. Gibson’s sales View Details
Keywords:
Finance
- 01 Apr 2000
- News
Award-Winning Article Urges Companies to Loosen Ties that Bind
expenses associated with everyday activities such as management meetings, conferences, phone conversations, sales calls, reports, and memos. Hagel and Singer maintain that by dramatically reducing interaction costs, the Internet and other...
View Details
- 08 May 2014
- News
The Sky's the Limit
to how sheltered I was," Eaton says. After completing the PMD program, Eaton returned to the business world as international program manager for the Blackhawk helicopter at Sikorsky Aircraft, then as commercial sales manager. She also...
View Details
- 22 Jul 2014
- Blog Post
From FIELD to Field, Putting What I’ve Learned at HBS into Practice
case protagonist’s shoes, trying to understand the motivations, pressures, and stakeholders influencing his/her decision making, I found myself standing in the shoes of our sales captains, sellers, and buyers. I View Details
- Web
Boston Manufacturing Company Records | Baker Library
the Boston Associates. The company operated the first mill in the world to combine all aspects of the manufacture of cotton cloth under one roof. The company built its labor force by contracting with individual New England farm girls, who...
View Details
- 04 Apr 2000
- Research & Ideas
The Right Way to Restructure Conglomerates in Emerging Markets
handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for asset sales? But if...
View Details
Keywords:
by Tarun Khanna & Krishna Palepu
- 01 Aug 2001
- News
T.J. Dermot Dunphy (MBA '56)
made significant investments in research, technology, and a consultative sales force — all geared toward focusing Sealed Air on higher-margin, specialty solutions. He believes his most significant...
View Details
- 22 Oct 2018
- Sharpening Your Skills
Motivate Me, Please
governments to get citizens to do the right thing. Hiding From Managers Can Increase Your Productivity Forget management by walking around. Decreasing workplace transparency can increase worker productivity. Money and Quotas Motivate the View Details
Keywords:
by Sean Silverthorne
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
both theory and practice. In the United States, for example, the amount invested in sales forces exceeds an estimated $800 billion a year. That's more than three times the money US firms spend annually on...
View Details
Keywords:
by Sean Silverthorne
- 23 Jan 2017
- News
The CEO Who is Perking Up Peet’s Coffee
In a profile of Peet’s Coffee CEO David Burwick (MBA 1989), the East Bay Times details the company’s growth under his watch: Since 2013, annual sales have jumped from $395 million to almost $800 million, 70 new locations have been added,...
View Details