Sales Force Retention - Publications - Faculty & Research

03 May 2010
Research & Ideas

What Is the Future of MBA Education?

higher-ranking business schools is that there are a number of forces at work that threaten to undermine or reduce the opportunities for employment in financial services and consulting. Post-crisis, many lucrative jobs in financial... View Details

Keywords: by Martha Lagace; Education

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

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

22 Oct 2013
First Look

First Look: October 22

incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) View Details

Keywords: Sean Silverthorne

08 May 2006
Lessons from the Classroom

Writing the Case for Public School Reform

retention since the end of World War II," says Thomas. It was assumed then that applicants for a teaching position didn't want to do anything else, or that they didn't have many other options, conditions that clearly don't hold in... View Details

Keywords: by Julia Hanna; Education

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

Keywords: by Sean Silverthorne; Retail

16 Aug 2010
Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

purchasing life. The CLV formula incorporates metrics that capture the outputs of three key customer strategies that firms employ: asset acquisition (attracting new customers to the firm); asset maximization (maximizing the value the firm extracts from each customer);... View Details

Keywords: by Sarah Jane Gilbert

01 Mar 2006
News

Back to School

resources department from a paper-pushing backwater to an entity that is strategically incorporated into the district’s overall mission. “One observation that we made early in PELP is that school systems have essentially not changed their personnel practices around... View Details

Keywords: Julia Hanna; Colleges, Universities, and Professional Schools; Educational Services; Elementary and Secondary Schools; Educational Services

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

11 Jan 2000
Research & Ideas

Calling All Managers: How to Build a Better Call Center

companies pay more attention to outbound than inbound calls. "As financial institutions attempt to sell more to new or existing clients," they write, "they lose sight of customer service. As service drops, retention becomes... View Details

Keywords: by Martha Lagace; Service; Financial Services

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

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

Keywords: April White; entrepreneurship; technology; startups; leadership

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

moment of truth, and success breeds attention and willingness to implement. Ben Shapiro: Then look at incentives. Pricing to reflect value-adding performance while paying the sales force for volume rarely... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

28 Aug 2019
Blog Post

Know Your Audience: Recruiting HBS Students for Investment Banking

appealing for students who come from the armed forces and nontraditional business backgrounds who are seeking to build technical skills.” Banks offer excellent training opportunities for motivated students who bring valuable leadership... View Details

01 Apr 2000
News

Rethinking Call Centers: Effective Delivery of Service is Key

that recent literature has discussed "various ways to steer customer interactions to sale opportunities," the authors assert that the topic of effective service delivery has almost entirely been overlooked. "Before being able to generate... View Details

01 Sep 2013
News

Passion & Purpose

expertise in technology was helpful because I didn't have preconceived notions of how things should be done.” Lee transformed a struggling software sales company into a global provider of IT products and services. Under her leadership,... View Details

Keywords: awards; Finance; Computer Systems Design and Related Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services

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 Jun 2016
News

Feedback

food, the health and safety of its consumers will fare better as well. All countries maintain their social fabric through food and family. Doug realized early on that food is fun, and food drives community and wellness. Enormous business opportunities had to follow... View Details

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