Publications

21 Oct 2011
News

Homes sales trending up

04 Aug 2011
News

Sales Taxes for Online Merchants

October 2013 (Revised April 2015)
Case

Myomo: Getting Sales in Motion

By: Frank V. Cespedes, Shikhar Ghosh and Matthew Preble

In late 2012, the management team of Myomo, a startup which had designed a unique myoelectric arm brace for patients with dysfunctional arms, was deciding which of the three sales models the company had tested to pursue as its sales strategy going forward. Each model... View Details

Keywords: Technological Innovation; Information Technology; Marketing Strategy; Decision Choices and Conditions; Health Care and Treatment; Business Startups; Sales; Growth and Development Strategy; Medical Devices and Supplies Industry; Health Industry

16 Oct 2011
News

Home sales trending up

October 2024
Article

How to Use Sales Assessments

By: Frank V. Cespedes

Judging a person’s fit for a sales job is complex, and research shows that managers greatly overrate their ability to predict someone’s performance on the basis of interviews. Hence, using assessments is a growing trend in sales hiring and training. This article... View Details

Keywords: Forecasting and Prediction; Performance Evaluation; Sales

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September 2016
Supplement

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark N. Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry

January 2017 (Revised September 2017)
Case

Sales Razor Technologies

By: Paul Gompers and Noam Wasserman

Describes the issues facing a founder-CEO regarding building a board of directors, assembling an executive team, managing tension between co-founders, and outsourcing system development work. View Details

Keywords: Information Technology; Job Cuts and Outsourcing; Conflict Management; Governing and Advisory Boards; Employees; Management Teams; Product Development; Technology Industry

March 2010 (Revised May 2010)
Case

Chrysler's Sale to Fiat

By: C. Fritz Foley, Lena G. Goldberg and Linnea Meyer

This case provides students with an opportunity to analyze the restructuring of Chrysler in the midst of the financial crisis of 2008–2009. It describes how debtors can use section 363 of the U.S. Bankruptcy Code to sell assets quickly. It allows for discussion of who... View Details

Keywords: Mergers and Acquisitions; Restructuring; Financial Crisis; Insolvency and Bankruptcy; Laws and Statutes; Business and Government Relations; Sales; Auto Industry; United States

May 2023
Article

Where Sales Technology (Really) Helps

By: Frank V. Cespedes

Interest in Sales Enablement (SE), the catch-all term for attempts to increase sales productivity with AI and other technologies, is driven by multiple factors. One is the declining costs of the tools. Also, selling is now data-hungry work and not just in tech sectors.... View Details

Research Summary

Personal Selling and Sales Management

By: Das Narayandas

Das is currently investigating benchmark practices in personal selling and sales management across a variety of industries. He is also conducting field studies to understand how firms are leveraging interactive technologies to support their field sales efforts. View Details

Fast Answer

Pharmaceuticals: Drug sales data

Where can I find drug sales data and forecasts? One can begin with: Cortellis – Allows to search for drug sales and drug sale forecasts by date range, drug name, etc. View Details

January 1992
Background Note

Managing Sales Interfaces: An Introduction

By: Frank V. Cespedes

Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details

Keywords: Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management

November 2019
Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park

This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details

Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry

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February 2020
Case

Drift: The First Sales Hire

By: Mark Roberge

David Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they were falling short of the annual revenue target they communicated to the board of directors. Having scaled the... View Details

Keywords: Entrepreneurship; Growth Management; Salesforce Management; Selection and Staffing

July 9, 2019
Article

Setting Better Sales Goals with Analytics

By: Doug J. Chung, Isabel Huber, Vinay Murthy, Varun Sunku and Marije Weber

Sales compensation is a critical lever in motivating a salesforce and driving growth in the business-to-business sector: Studies show that revising compensation in line with market trends can have a 50% greater impact on sales than advertisements have, for instance. A... View Details

Keywords: Analytics; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Goals and Objectives