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Show Results For
- All HBS Web
(4,143)
- People (11)
- News (942)
- Research (2,749)
- Events (7)
- Multimedia (21)
- Faculty Publications (1,499)
- November 1984
- Supplement
Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model
Clarke, Darral G. "Syntex Laboratories (A), Computer Supplement: Sales Force Strategy Model." Harvard Business School Supplement 585-131, November 1984.
- March 2020
- Article
Do Fire Sales Create Externalities?
By: Sergey Chernenko and Adi Sunderam
We develop three novel measures of how much of the price impact of their trading different mutual funds internalize. We show that mutual funds that internalize more of their price impact hold larger cash buffers and use these buffers more aggressively to accommodate... View Details
Chernenko, Sergey, and Adi Sunderam. "Do Fire Sales Create Externalities?" Journal of Financial Economics 135, no. 3 (March 2020): 602–628.
- April 1991 (Revised March 2017)
- Teaching Note
Mary Kay Cosmetics: Sales Force Incentives (A) and (B)
By: Robert Simons
Teaching Note for (9-190-103) and (9-190-122). View Details
- July 2016 (Revised October 2016)
- Case
Entrepreneurial Sales and Marketing Vignettes
By: Mark Roberge and Frank Cespedes
Which sales candidate is a startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and... View Details
Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Business Startups; Talent; Talent Management; Growth Management; Marketing Communications; Social Marketing; Salesforce Management; Pricing; Sales; Marketing
Roberge, Mark, and Frank Cespedes. "Entrepreneurial Sales and Marketing Vignettes." Harvard Business School Case 817-010, July 2016. (Revised October 2016.)
- November 2006 (Revised December 2006)
- Module Note
Personal Selling and Sales Management
Develop a better understanding of what salespeople do, what motivates them to succeed, and how to effectively manage their efforts. View Details
Keywords: Salesforce Management
"Personal Selling and Sales Management." Harvard Business School Module Note 507-039, November 2006. (Revised December 2006.)
- 07 Oct 2014
- News
How to Select Sales Managers Who Can Actually Manage
- February 2016 (Revised August 2020)
- Case
InsightSquared: Developing the Sales and Marketing Plan
Fred Shilmover and Sam Clemens prepared for their fourth quarter board meeting. They were excited to have scaled their software startup, InsightSquared, to $2 million in revenue and secured an $8 million round of venture capital. However, they disagreed on the path... View Details
Keywords: Sales Planning; Applications and Software; Marketing; Sales; Planning; Growth and Development Strategy
Roberge, Mark, Tom Eisenmann, and Frank Cespedes. "InsightSquared: Developing the Sales and Marketing Plan." Harvard Business School Case 816-074, February 2016. (Revised August 2020.)
- 30 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
- 2020
- Article
A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?
By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role... View Details
Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives; AI and Machine Learning
Chung, Doug J., Byungyeon Kim, and Niladri B. Syam. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?" Foundations and Trends® in Marketing 14, no. 1 (2020): 1–52.
- July 1992
- Background Note
Managing Sales Interfaces: Organizational Factors
Keywords: Salesforce Management
Cespedes, Frank V. "Managing Sales Interfaces: Organizational Factors." Harvard Business School Background Note 593-001, July 1992.
- April 2011
- Teaching Note
Designs by Kate: The Power of Direct Sales (Brief Case)
By: John A. Deighton and Sarah Abbott
Teaching Note to 4277. View Details
- June 2013 (Revised August 2017)
- Case
Coupa
By: Michael Roberts and William Sahlman
The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast to grow and how to finance that growth. The case includes a detailed financial model that will help students... View Details
- Sep 26 2018
- Testimonial
Making Sales Team Management A Strategic Priority
- November 2021
- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 11 Jan 2022
- News
Sales Management That Works with Frank Cespedes
- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
Keywords: by Doug J. Chung and Das Narayandas
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model takes into account many of the key elements that constitute a realistic... View Details
- November 2005
- Background Note
Note on Personal Selling and Sales Management
By: Thomas J. Steenburgh and Das Narayandas
Provides the background materials for the Sales Module in the first-year marketing course taught at HBS. View Details
- June 1991 (Revised October 1992)
- Case
Otis Elevator Co.: Managing the Service Force
Cash, James I., Jr. "Otis Elevator Co.: Managing the Service Force." Harvard Business School Case 191-213, June 1991. (Revised October 1992.)