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  • July 2000 (Revised July 2001)
  • Case

Sycamore Networks

By: Joseph B. Lassiter III and Daniel J. Green
Founders Desh Deshpande and Dan Smith reflect on Sycamore's sales strategies and consider how going public might affect the morale of its key employees. In the optical networking sector, technological change and exploding demand has created a market for talent in which... View Details
Keywords: Applied Optics; Entrepreneurship; Sales; Business Strategy; Initial Public Offering; Retention; Employees; Communication Technology; Technological Innovation; Communications Industry; Telecommunications Industry
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    The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

    The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details

    • 02 Sep 2015
    • What Do You Think?

    What's Wrong With Amazon’s Low-Retention HR Strategy?

    employee replacement costs, low prices, and substantial but lower profit than Costco).  The implied conclusion was that high retention strategies like Costco’s can be more attractive for employees,... View Details
    Keywords: by James Heskett; Web Services; Retail; Apparel & Accessories; Consumer Products; Fashion
    • 05 Dec 2017
    • First Look

    First Look at New Research and Ideas, December 5, 2017

    that we can thrive. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53562 forthcoming Customer Needs and Solutions In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions By:... View Details
    Keywords: Sean Silverthorne
    • November 2, 2015
    • Article

    The Best Ways to Hire Salespeople

    By: Frank V. Cespedes and Daniel Weinfurter
    Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as... View Details
    Keywords: Selection and Staffing; Salesforce Management; Retention
    Related
    • 14 Sep 2023
    • Research & Ideas

    Working Moms Are Mostly Thriving Again. Can We Finally Achieve Gender Parity?

    employment, and points to some surprising new developments for working moms. Despite all the upheaval, the changes aren’t all bad. “Children got to see how their moms and dads managed to be good parents and good employees at the same... View Details
    Keywords: by Kara Baskin
    • 16 Feb 2016
    • First Look

    February 16, 2016

    insignificant. However, consistent with the notion that centralized hiring would improve the alignment of employees with the company, we find that in more distant stores or stores operating in non-mainstream markets, centralized hiring is... View Details
    Keywords: Sean Silverthorne
    • Web

    Faculty & Advisors - MBA

    drug, medical device and diagnostics development, and software systems development, primarily for accelerating clinical trials and regulatory approvals. Satish’s current venture, Trove Health (mytrovehealth.com), focuses on building technology for the engagement and... View Details
    • November 15, 2021
    • Article

    What Do Black Executives Really Want?

    By: Frank Cooper III and Ranjay Gulati
    Recruiting and retaining Black talent is a priority for many organizations. Most are committed to and investing in diversity, equity, and inclusion (DEI). And yet, according to interviews and focus groups with Black executives working in a variety of blue-chip... View Details
    Keywords: Black Executives; Selection and Staffing; Retention; Race; Organizational Culture; Change Management
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    • 18 Jan 2022
    • Research & Ideas

    How Eliminating Non-Competes Could Reshape Tech

    work, and resistant employers may have to compromise on this dimension even more if retention becomes harder. In addition, without the threat of a non-compete to curtail more entrepreneurial and innovative View Details
    Keywords: by Kristen Senz; Technology
    • Web

    Managing the Future of Work

    2024 Closing the gap between policy and practice requires revising internal processes to increase opportunities for non-degreed workers. This more equitable form of hiring boosts employee retention while... View Details
    • 16 Jul 2018
    • Research & Ideas

    Kids of Working Moms Grow into Happy Adults

    In 2015, preliminary results of a groundbreaking study found that the daughters of employed mothers often perform better in their eventual careers than the daughters of stay-at-home moms. Now the full study has been released, and it brings even more good news for the... View Details
    Keywords: by Dina Gerdeman
    • February 1990
    • Case

    Wood Structures, Inc.

    Ostensibly a case about employee turnover in a small construction component company, Wood Structures, Inc. is actually a snapshot of the whole company. In particular it addresses issues of leadership, morale, and teamwork (or the lack thereof) in a company dependent on... View Details
    Keywords: Leadership; Retention; Business Strategy
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    • Web

    Organizational Behavior - Faculty & Research

    supporting employees in their individual quests for progress while also meeting the organization’s needs, managers can create employee experiences that are mutually beneficial and sustaining. Keywords: View Details
    • June 2014
    • Supplement

    Chung and Dasgupta: Information for Casey Clark

    By: Ian Larkin and Karen Huang
    The "Promotion Process at Chung and Dasgupta, LLP" set of cases explores the roles of general and firm-specific human capital in employee performance measurement, feedback, and promotion/compensation decisions. In the cases, a leading law firm must decide whether to... View Details
    Keywords: Human Capital; Performance Evaluation; Management Systems; Compensation and Benefits; Retention; Legal Services Industry; United States; Massachusetts
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    • December 1998 (Revised June 1999)
    • Case

    STT Aerospace

    By: Richard G. Hamermesh and Jeremy Dann
    Experienced entrepreneur Charles Damon conducted a "roll-up" from 1987-1994 within the commercial airliner interior products industry. Damon's company, STT Aerospace, took advantage of an industry-wide recession in the early 1990s by buying when asset prices were low.... View Details
    Keywords: Retention; Business Strategy; Selection and Staffing; Entrepreneurship; Financial Crisis; Growth and Development Strategy; Compensation and Benefits; Employee Stock Ownership Plan; Acquisition; Product Development; Aerospace Industry
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    • February 2019
    • Teaching Note

    Talent@Tencent

    By: Tarun Khanna
    Late in 2016, two senior human resources (HR) executives at Tencent Holdings (Tencent), China’s leading Internet services firm, are assessing the effectiveness of the company’s talent management practices in responding to Tencent’s sustained hypergrowth. Over the... View Details
    Keywords: Talent and Talent Management; Employees; Retention; Entrepreneurship; Employee Relationship Management; Web Services Industry; China
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    • 31 Oct 2023
    • Research & Ideas

    Beyond the 'Business Case' in DEI: 6 Steps Toward Meaningful Change

    both clarity and caution. While leaders have fallen back on the “business case” for hiring and promoting employees from historically marginalized groups, this rationale can trigger resistance, backlash, and biases, particularly among... View Details
    Keywords: by Katherine Hutt Scott and Barbara DeLollis
    • Web

    How to Create a Psychologically Safe Workplace - Recruiting

    collaboration, along with employee retention and growth, are the true goals. To achieve these ends, leaders must create work environments where employees truly feel comfortable... View Details
    • 14 Sep 2010
    • First Look

    First Look: September 14, 2010

    provide illustrations from the Toyota Motor Company to show how deliberate perturbation enables efficient exploration in the midst of intense exploitation. Download the paper: http://www.hbs.edu/research/pdf/09-011.pdf Employee Selection... View Details
    Keywords: Sean Silverthorne