Publications

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August 22, 2017
Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh

This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details

Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management

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26 Sep 2023
Book

Digital Strategy: A Handbook for Managing a Moving Target

excitement and the growing enthusiasm, at times even the frenzy, about these new phenomena, on the grounds of the pressing demands on managers to deal with the new reality and on academics to understand these phenomena. “Existing strategy... View Details

Keywords: by Dina Gerdeman; Information Technology; Technology

January 2021 (Revised February 2021)
Case

Tech with a Side of Pizza: How Domino's Rose to the Top

By: Boris Groysberg, Sarah L. Abbott and Susan Seligson

After hitting an all-time low in 2008, Domino’s Pizza underwent a vigorous rebranding, product development, and embraced innovative technologies to become the world’s leading international fast-food retailer. Domino’s considered itself as much a tech company as it was... View Details

26 Oct 2021
Blog Post

Tap into Top Talent with the HBS Leadership Fellows Program

year. Zeaske and the Leadership Fellows Team are continually expanding the types of organizations they are engaging with based on current issues and student demand. Organizations are selected through a competitive proposal process, based... View Details

Keywords: Social Enterprise

18 Nov 2013
News

Pulpit Bullies: Why Dominating Leaders Kill Teams

Keywords: Management

30 May 2005
Research & Ideas

Germany’s Pioneering Corporate Managers

When you think about which countries have produced the greatest management innovations, the United States and Japan are likely to top your list. But it was Germany in the late 1800s and early 1900s that was... View Details

Keywords: by Sean Silverthorne

December 2020 (Revised March 2025)
Case

Responsive Working at PepsiCo UK (A): Designing a Turnaround

By: Amy C. Edmondson and Nancy Boghossian Staples

Facing a significant decline in revenues in 2016, David Gwilliam, Head of Transformation at PepsiCo UK introduced a new way of working (“Responsive Working”), which encompasses a set of work practices and some new team structures. The work practices comprise a set of 9... View Details

Keywords: SLAM Teams; Turnaround; Groups and Teams; Employees; Training; Decision Making; Planning; Performance Improvement; Consumer Products Industry; Manufacturing Industry; United Kingdom; Europe

March 2020 (Revised September 2020)
Case

Board Director Dilemmas—Pushing Senior Management

By: David G. Fubini, Suraj Srinivasan and Amram Migdal

This case explores a new board director who wants more detail from the management team than his fellow directors are willing to press for. New board director Sam Pesca is frustrated that CFO Alex Marotta provides only a minimal two-page financial summary at board... View Details

Keywords: Board Of Directors; Corporate Governance; Governing and Advisory Boards; Management Teams

26 Mar 2015
News

A wake-up call for tomorrow's top 1 percent: rebuild America's middle class

09 Apr 2024
Book

Why Work Rituals Bring Teams Together and Create More Meaning

employees, however, Norton suggests managers take the lead from team members and have them create their own ritual. “I wouldn’t announce via PowerPoint that we are going to do six claps followed by three... View Details

Keywords: by Michael Blanding

09 Jul 2024
Research & Ideas

Are Management Consulting Firms Failing to Manage Themselves?

are experts at diagnosing and solving a variety of issues for their clients, are struggling to apply their own management principles internally.” To regain equilibrium, over the past two years, some major consulting firms have... View Details

Keywords: by David Fubini; Consulting

July 2012 (Revised August 2012)
Case

Global Knowledge Management at Danone (A) (Abridged)

By: Amy C. Edmondson and David Lane

This case explores French consumer goods company Danone's novel approach to knowledge management. In 2007, Human Resource Chief (Executive Vice President) Franck Mougin assesses the company's knowledge-sharing tools and considers his options going forward. Through... View Details

Keywords: Decision Choices and Conditions; Employee Relationship Management; Knowledge Management; Knowledge Sharing; Social and Collaborative Networks; Expansion; Consumer Products Industry; France

25 Jan 2024
Research & Ideas

Being a Team Player: Why College Athletes Succeed in Business

Persistence. Teamwork. Grit and grace in victory and defeat. Intercollegiate varsity sports may build such skills that employers prize—and that later propel former players into management roles faster than their classmates, suggests a... View Details

Keywords: by Rachel Layne

16 Oct 2014
News

Tampa Bay Rays Name New President

Keywords: baseball; sports team management; local government; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment

Program

Real Estate Management Program

managers and advisors Real estate industry service providers, such as financial analysts, lawyers, architects, and urban planners While the program is designed primarily for executives with significant real estate industry experience, it... View Details

Keywords: Real Estate; Real Estate

March 2004
Supplement

C&S Wholesale Grocers: The Challenge of Self-Managed Teams

By: Thomas J. DeLong

Keywords: Management Teams; Food and Beverage Industry

12 Oct 2021
News

Apollo Hires Legendary Banker Bill Lewis (MBA 1982) to Boost Top Ranks

Photo source: Apollo Global Management Inc. Investment banker Bill Lewis (MBA 1982) has joined Apollo Global Management Inc. as a senior partner and a member of Apollo’s View Details

July 1977 (Revised April 1995)
Background Note

Managing a Task Force

Describes several principles for improving the effectiveness of internal task forces. Suggests a number of guidelines for starting up a task force, conducting the first meeting, managing the group's activities, and completing the project. View Details

Keywords: Management; Groups and Teams