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Show Results For
- All HBS Web
(5,271)
- People (30)
- News (1,968)
- Research (2,575)
- Events (10)
- Multimedia (24)
- Faculty Publications (729)
- July 2017
- Article
The Four Stages to Becoming an Excellent Front-Line Sales Manager
By: Frank V. Cespedes
Sales occupations account for more than 10% of the total U.S. labor force, and that official estimate is almost certainly low: In an increasingly service economy, many people who do business development for a living are not listed as “sales” for reporting purposes.... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "The Four Stages to Becoming an Excellent Front-Line Sales Manager." Quotable (July 2017).
- Web
Video Management Policy | About
Video Management Policy General Principles At Harvard Business School, the video management systems infrastructure is implemented to enhance the safety and security of the community, reduce institutional... View Details
- Article
Managing a Polarized Workforce: How to Foster Debate and Promote Trust
By: Julia A. Minson and Francesca Gino
One of the toughest challenges leaders face is managing diverse perspectives—and given heightened tensions over politics and movements such as #MeToo and Black Lives Matter, that’s more difficult today than ever before. At the same time, productive disagreement and... View Details
Keywords: Polarization; Employees; Perspective; Interpersonal Communication; Organizational Culture; Trust
Minson, Julia A., and Francesca Gino. "Managing a Polarized Workforce: How to Foster Debate and Promote Trust." Harvard Business Review 100, no. 2 (March–April 2022): 63–71.
- 20 Feb 2014
- News
Managing the World’s Trouble Spots
operations. His time in Colombia opened his eyes to widespread poverty. “I took the time to learn about the people, the environment. I found that people worked with the cartels because they didn’t have other opportunities to support their... View Details
Keywords: Jill Radsken
- 16 May 2017
- News
Women May Find Management Positions Less Desirable
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
merchant's direct channel sales after she opens a retail store in the area. The study used a proprietary longitudinal data set from a multichannel retailer to understand what happens and to probe the implications for channel management... View Details
- 2009
- Chapter
Do Private Equity-owned Firms Have Better Management Practices?
By: Nicholas Bloom, Raffaella Sadun and John Van Reenen
We use an innovative survey tool to collect management practice data from over 4,000 medium sized manufacturing firms across Asia, Europe and the US. These measures of managerial practice are strongly associated with firm-level performance (e.g. productivity,... View Details
Keywords: Private Equity; Management Practices and Processes; Production; Private Ownership; Performance Improvement; Performance Productivity
Bloom, Nicholas, Raffaella Sadun, and John Van Reenen. "Do Private Equity-owned Firms Have Better Management Practices?" Chap. 1 in The Global Economic Impact of Private Equity Report 2009, 1–23. Globalization of Alternative Investments Working Papers. Geneva, Switzerland: World Economic Forum, 2009.
- 10 Dec 2014
- News
Helping management teams build companies
As founder and CEO of Providence Equity Partners, Jonathan Nelson (MBA 1983) looks for good people to partner with. He attributes his firm’s remarkable results to the leaders they’ve identified and backed. (Published December 2014) View Details
- 19 Dec 2016
- HBS Seminar
Zeynep Ton, MIT Sloan School of Management
- March 2020 (Revised January 2023)
- Case
Nadine Vogel: Transforming the Marketplace, Workplace, and Workforce for People with Disabilities
By: Lakshmi Ramarajan, Hannah Riley-Bowles and Michael Norris
In 2019, Nadine Vogel, founder and CEO of Springboard Consulting, a firm that worked with Fortune 500 companies on issues related to disability and their workforce, faced the decision of the best path forward to grow her small company. Should she build more and better... View Details
Keywords: Diversity; Entrepreneurship; Personal Development and Career; Decision Choices and Conditions; Growth and Development Strategy; Product Development; Market Entry and Exit; Consulting Industry; United States; Florida; New York (state, US)
Ramarajan, Lakshmi, Hannah Riley-Bowles, and Michael Norris. "Nadine Vogel: Transforming the Marketplace, Workplace, and Workforce for People with Disabilities." Harvard Business School Case 420-062, March 2020. (Revised January 2023.)
- 14 Aug 2006
- HBS Case
On Managing with Bobby Knight and “Coach K”
way, and setting high goals while maintaining standards. "If you believe people are fundamentally bad—if you believe people are constantly looking to get over and get by and won't do anything unless... View Details
- Web
Technology & Operations Management - Faculty & Research
Technology & Operations Management Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students June 2025 Case FinSec Bank: Charting an AI Course—Build or Buy? By: Michael Parzen 2025 Working Paper How Firms... View Details
- 26 Mar 2020
- Research & Ideas
7 Leadership Principles for Managing in the Time of Coronavirus
feel they can contribute to overcoming the uncertainty, overcoming the crisis. Engaging employees in this way will also reduce that rumor mill, give confidence to them that they will then project in turn to the people who are relying on... View Details
- 05 Dec 2012
- What Do You Think?
Should Managers Bother Listening to Predictions?
but with ability of the people handling this system." Alternatives to the use of predictions in the customary planning process were not ignored. Jean-Christophe Khuries suggested one when he asked: "How do you View Details
Keywords: by James Heskett
- 31 Dec 2018
- News
How to Manage Someone Who Is Totally Disorganized
- 2021
- Book
Sales Management That Works: How to Sell in a World That Never Stops Changing
By: Frank V. Cespedes
Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details
Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
- 12 Oct 1999
- Research & Ideas
The Intellectual Underpinnings of Entrepreneurial Management
people to be better managers—entrepreneurial or otherwise. Based on our own experience and that of others, we believe that teachers with the right tools can make successful interventions and can increase the would-be entrepreneur's... View Details
- 04 May 2021
- News
Workplace Diversity: Managers Must Build a Culture of Belonging
- 10 Sep 2007
- Research & Ideas
High Note: Managing the Medici String Quartet
wanted to do and what I thought was important, and trying to find people who would think that was something worth paying money for." Somebody who creates at that level, but has all of these difficult characteristics, is clearly not... View Details