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  • All HBS Web  (4,327)
    • People  (11)
    • News  (946)
    • Research  (2,729)
    • Events  (7)
    • Multimedia  (21)
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  • 1991
  • Chapter

Aspects of Sales Management: Key Themes

By: Frank V. Cespedes
Keywords: Sales; Management
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Cespedes, Frank V. "Aspects of Sales Management: Key Themes." In Strategic Marketing Management, by R. J. Dolan. Boston: Harvard Business School Press, 1991.
  • April 2017
  • Teaching Note

DoubleDutch

By: Frank Cespedes
This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,... View Details
Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
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Cespedes, Frank. "DoubleDutch." Harvard Business School Teaching Note 817-132, April 2017.
  • September 2022 (Revised November 2022)
  • Case

The Uyghur Forced Labor Prevention Act: Trade and Genocide in U.S.-China Relations

By: Jeremy Friedman and David Lane
On June 21, 2022, the Uyghur Forced Labor Prevention Act (UFLPA) went into effect, requiring companies to prove that goods imported from the People’s Republic of China were not made with forced labor. The bill was a reaction to reports of products being made with... View Details
Keywords: Ethics; Multinational Firms and Management; Globalized Markets and Industries; Governing Rules, Regulations, and Reforms; Policy; Government Legislation; International Relations; Labor; Wages; Law Enforcement; Law; Rights; Operations; Supply Chain Management; Business and Government Relations; Agriculture and Agribusiness Industry; Manufacturing Industry; Mining Industry; China; United States
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Friedman, Jeremy, and David Lane. "The Uyghur Forced Labor Prevention Act: Trade and Genocide in U.S.-China Relations." Harvard Business School Case 723-001, September 2022. (Revised November 2022.)
  • March–April 2014
  • Article

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
Keywords: Performance Productivity; Salesforce Management; Compensation and Benefits
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Chung, Doug J., Thomas Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Marketing Science 33, no. 2 (March–April 2014): 165–187. (Lead article. Featured in HBS Working Knowledge.)
  • October 1989
  • Background Note

Managing Major Accounts

By: Frank V. Cespedes
Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details
Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management
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Cespedes, Frank V. "Managing Major Accounts." Harvard Business School Background Note 590-046, October 1989.
  • April 2019 (Revised January 2025)
  • Case

Clear Link Technologies, LLC: Driving Sales with Peer Effects

By: Christopher Stanton, Richard Saouma and Olivia Hull
The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its... View Details
Keywords: Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States
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Stanton, Christopher, Richard Saouma, and Olivia Hull. "Clear Link Technologies, LLC: Driving Sales with Peer Effects." Harvard Business School Case 819-072, April 2019. (Revised January 2025.)
  • June 1989 (Revised November 1991)
  • Supplement

Ingersoll-Rand (B): Managing Multiple Channels--1986

By: V. Kasturi Rangan
Peter Baldwin takes over Clabough's job and is charged with the responsibility to improve sales force morale, control expenses, and improve market share. View Details
Keywords: Salesforce Management; Supply and Industry; Management Teams; Industrial Products Industry
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Rangan, V. Kasturi. "Ingersoll-Rand (B): Managing Multiple Channels--1986." Harvard Business School Supplement 589-122, June 1989. (Revised November 1991.)
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

Hence, the call criteria used in sales directly impact which projects the firm invests in. Yet, how many in the C-suite understand how compensation, deployment, and other core sales View Details
Keywords: by Michael Blanding
  • Article

How Real Sales Learning Happens: In the Flow of Work

By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details
Keywords: Sales; Learning; Training; Performance
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Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
  • 02 Sep 2019
  • What Do You Think?

Are Overlooked Forces Shielding the US from Severe Economic Downturns?

given the length of the economic recovery from the depths of 2008. But are several basic forces at work that put the notion of an imminent recession to rest? In the early 1960s, in a class on business logistics at The Ohio State... View Details
Keywords: by James Heskett; Service
  • May 2011
  • Teaching Note

Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)

By: Steven C. Wheelwright and William Schmidt
Teaching Note for 4568. View Details
Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Mathematical Methods; Performance Capacity; Product Development; Planning; Manufacturing Industry
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Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)." Harvard Business School Teaching Note 114-569, May 2011.
  • April 2013
  • Case

Managing with Analytics at Procter & Gamble

By: Thomas H. Davenport, Marco Iansiti and Alain Serels
Senior management at P&G has put a strong emphasis on using data to make "better, smarter, real-time business decisions." The Global Business Services (GBS) organization has developed tools, systems and processes to provide managers throughout P&G with direct access to... View Details
Keywords: Analytics; Data Management; Forecasting; Shared Services; Procter & Gamble; Laundry Detergent; Information Management; Forecasting and Prediction; Information Technology; Mathematical Methods; Consumer Products Industry; North America
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Davenport, Thomas H., Marco Iansiti, and Alain Serels. "Managing with Analytics at Procter & Gamble." Harvard Business School Case 613-045, April 2013.
  • December 2003
  • Case

Sale of Hephaestus, Inc. to Vulcan Ventures, Inc.

Henry Hephaestus founded Hephaestus, Inc. in 1895. Its first product was a tapered roller bearing for use with horse-drawn wagons and carriages. It reduced friction on the axle and reduced the force necessary to move a heavy load, thereby enabling one horse to do the... View Details
Keywords: Business Exit or Shutdown; Entrepreneurship; Family Ownership; Manufacturing Industry
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Bagley, Constance E. "Sale of Hephaestus, Inc. to Vulcan Ventures, Inc." Harvard Business School Case 804-104, December 2003.
  • November–December 2018
  • Article

Online Network Revenue Management Using Thompson Sampling

By: Kris J. Ferreira, David Simchi-Levi and He Wang
We consider a network revenue management problem where an online retailer aims to maximize revenue from multiple products with limited inventory constraints. As common in practice, the retailer does not know the consumer's purchase probability at each price and must... View Details
Keywords: Online Marketing; Revenue Management; Revenue; Management; Marketing; Internet and the Web; Price; Mathematical Methods
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Ferreira, Kris J., David Simchi-Levi, and He Wang. "Online Network Revenue Management Using Thompson Sampling." Operations Research 66, no. 6 (November–December 2018): 1586–1602.
  • August 2022 (Revised March 2025)
  • Case

Wasabi Technologies (A)

By: N. Louis Shipley and Mel Martin
After launching a successful hot cloud storage company, Founder and CEO David Friend is ready to scale the venture rapidly. Wasabi Technologies had focused primarily on direct sales, but an opportunity to pivot to channel sales was on the horizon. The company’s major... View Details
Keywords: Direct Sales; Channel Sales; Information Management; Sales; Product Development; Growth and Development Strategy; Business Divisions; Information Technology Industry; United States
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Shipley, N. Louis, and Mel Martin. "Wasabi Technologies (A)." Harvard Business School Case 823-021, August 2022. (Revised March 2025.)
  • June 2017 (Revised May 2018)
  • Supplement

Hilti Fleet Management Video Supplements

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
Keywords: Hilti; Business Model Innovation; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Construction; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; North America; Africa; Japan; Hong Kong
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Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management Video Supplements." Harvard Business School Multimedia/Video Supplement 717-808, June 2017. (Revised May 2018.)
  • November 1986 (Revised June 1987)
  • Case

Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives

By: Frank V. Cespedes
Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details
Keywords: Markets; Competitive Strategy; Compensation and Benefits
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Cespedes, Frank V. "Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives." Harvard Business School Case 587-097, November 1986. (Revised June 1987.)
  • 11 Jan 2016
  • Research & Ideas

Is Group Loyalty a Force for Good or Evil?

other groups to win at all costs—suddenly those traits don’t matter anymore. Loyalty forces you to focus in on your goal.” That Achilles’ heel of loyalty is one that managers need to be conscious of in... View Details
Keywords: by Michael Blanding
  • August 2012 (Revised June 2013)
  • Case

Paul Thomson: Walker Insurance

By: Michael Roberts, Jim Sharpe and Sonia Nagala Change
Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has... View Details
Keywords: Crisis Management; Acquisitions; Search Funds; Entrepreneurial Management; Entrepreneurs; Insurance; Turnarounds; Boards Of Directors; Sales Force Management; Entrepreneurship; Insurance Industry; Florida
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Roberts, Michael, Jim Sharpe, and Sonia Nagala Change. "Paul Thomson: Walker Insurance." Harvard Business School Case 813-057, August 2012. (Revised June 2013.)
  • January 2017
  • Teaching Note

Transition at DataCo?

By: Frank V. Cespedes
The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but... View Details
Keywords: Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France
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Cespedes, Frank V. "Transition at DataCo?" Harvard Business School Teaching Note 817-096, January 2017.
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