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  • 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
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  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

equivalent of the entire sales force must be replaced at many firms every four years or so. And the time frame shrinks if and when companies increase revenue targets. So while strategy should drive search... View Details
Keywords: by Carmen Nobel
  • 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
Keywords: Managing Growth; Sales Force Management; Growth Management; Entrepreneurship; Salesforce Management
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  • Program

Aligning Strategy and Sales

marketing, HR, finance, service, or general management Executives in business-to-business product or service companies—or business units of large enterprises—that depend on a direct sales force for all or... View Details
  • 2024
  • Working Paper

Fire Sales of Safe Assets

By: Gabor Pinter, Emil Siriwardane and Danny Walker
We use trade-level data to study price pressure effects in the UK gilt market from September to October 2022. During this period, forced sales by liability-driven investment funds (LDIs) led to price discounts on the order of 10%, accounting for roughly half the total... View Details
Keywords: Investment Funds; Capital Markets; United Kingdom
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  • April 2018
  • Article

Effective Sales Training: What Are the Foundational Elements?

By: Frank V. Cespedes
Across industries, turnover in sales positions averages about 25–30% annually. This means that, at many firms, the equivalent of the entire sales force must be replaced and trained every four years or so. No other function has an ongoing talent management task of that... View Details
Keywords: Salesforce Management; Training
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  • 2015
  • Working Paper

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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  • August 2017
  • Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
Related
  • 08 Sep 2014
  • News

The Strategic Way To Hire a Sales Team

  • Research Summary

Overview

Dr. Burch’s research focuses on capitalism, work, and gender in the twentieth-century United States. Her work reinterprets the history of direct selling by placing it at the center, rather than on the margins, of narratives about advanced capitalism. Examining the... View Details
Keywords: Business History; Political Economy; Labor History; Gender; Marketing; Sales Force Management; Direct Sales; United States
  • November 1989 (Revised February 1992)
  • Case

Ford Motor Co.: Dealer Sales and Service

By: Leonard A. Schlesinger
Since Henry Ford founded Ford Motor Co., Ford vehicles have been sold and serviced the same way. By the late 1980s Ford began to consider making changes in its sales and service process. Two developments forced Ford to reconsider these processes. First, Ford found... View Details
Keywords: Organizational Change and Adaptation; Change Management; Distribution Channels; Customer Focus and Relationships; Service Industry; Auto Industry; Retail Industry; United States
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  • 18 Feb 2015
  • News

Reinvent Your Sales Process While Still Hitting Your Numbers

  • 19 Nov 2010
  • Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir
  • Web

Entrepreneurial Sales 102: Building the First Sales Team - Course Catalog

sell.” -Dean Nohria This course explores the complex subject of how to build, manage, and scale the first sales force including how to: Hire your first salesperson and sales... View Details
  • 22 Oct 2019
  • Research & Ideas

Use Artificial Intelligence to Set Sales Targets That Motivate

is a writer based in the Boston area. [Image: stock_colors] Related Reading What's the Ideal Frequency for a Sales Quota? Money and Quotas Motivate the Sales Force Best Why... View Details
Keywords: by Michael Blanding
  • 12 Feb 2013
  • Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir
  • November 2014 (Revised February 2016)
  • Case

DoubleDutch

By: Frank V. Cespedes and Matthew G. Preble
Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's sales function. DoubleDutch's key product was a mobile application (app) and event management platform that... View Details
Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Sales Force Management; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
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  • 27 Oct 2002
  • Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

Pricing, product customization, and service customization cannot be entrusted to either group alone. The impact on economics, the whole account base, and corporate strategy require an integrated approach. At the small account end, the View Details
Keywords: by Benson Shapiro

    The Effects of Quota Frequency: Sales Performance and Product Focus

    This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details
    • 22 Mar 2017
    • Research & Ideas

    What's the Ideal Frequency for a Sales Quota?

    More frequent quotas can motivate underperforming sales reps. StockPhoto Personal selling is a key ingredient in making the American economy go. According to the US Bureau of Labor Statistics, about 10 percent of the labor View Details
    Keywords: by Carmen Nobel