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- All HBS Web (255)
- Faculty Publications (211)
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- All HBS Web (255)
- Faculty Publications (211)
- Web
Hiring Organizations
S.p.A. Anomaly Capital Management Antelope Anterra Capital Anthos Capital Anthropic Antora Energy Apeiron Labs Apollo Global Management Inc. Apple Inc. Applied Intuition Applied Ventures LLC Aquamarine... View Details
- June 2011
- Supplement
Arck Systems (F)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star” performers. The cases track a... View Details
Larkin, Ian. "Arck Systems (F)." Harvard Business School Supplement 911-073, June 2011.
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (D)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Larkin, Ian. "Arck Systems (D)." Harvard Business School Supplement 911-059, March 2011. (Revised June 2011.)
- August 1983 (Revised May 2007)
- Case
Milford Industries (A)
By: Robert J. Dolan and Benson P. Shapiro
The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district... View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.)
- December 1993 (Revised November 1995)
- Case
Wetherill Associates, Inc.
By: Lynn S. Paine
Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether to modify the company's compensation system for its salesforce. The management wants a compensation system that... View Details
Keywords: Ethics; Business or Company Management; Organizational Structure; Compensation and Benefits; Salesforce Management
Paine, Lynn S. "Wetherill Associates, Inc." Harvard Business School Case 394-113, December 1993. (Revised November 1995.)
- April 2018
- Article
Effective Sales Training: What Are the Foundational Elements?
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
Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23.
- November 2022
- Teaching Note
Proximie: Using XR Technology to Create Borderless Operating Rooms
By: Ariel D. Stern, Alpana Thapar and Menna Hassan
Founded by Nadine Hachach-Haram in 2016, Proximie was a digital medicine platform that used mixed reality and a host of digital audio and visual tools to enable clinicians, proctors, and medical device company personnel to be virtually present in operating rooms (ORs),... View Details
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (E)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Transformation; Framework; Compensation and Benefits; Organizational Design; Performance Evaluation; Salesforce Management; Motivation and Incentives; Software
Larkin, Ian. "Arck Systems (E)." Harvard Business School Supplement 911-060, March 2011. (Revised June 2011.)
- December 15, 2015
- Article
Don't Turn Your Sales Team Loose Without a Strategy
By: Frank V. Cespedes and Steve Thompson
When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
Cespedes, Frank V., and Steve Thompson. "Don't Turn Your Sales Team Loose Without a Strategy." Harvard Business Review (website) (December 15, 2015).
- March 1997 (Revised November 2013)
- Case
Purity Steel Corporation, 2012
By: Robert L. Simons and Antonio Davila
Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new warehouse should be leased to mitigate the impact on ROI. Formulas and performance calculations are provided. A... View Details
Keywords: Investment Return; Judgments; Motivation and Incentives; Performance Efficiency; Compensation and Benefits; Salesforce Management; Performance Consistency; Performance Productivity; Steel Industry
Simons, Robert L., and Antonio Davila. "Purity Steel Corporation, 2012." Harvard Business School Case 197-082, March 1997. (Revised November 2013.)
- February 1980 (Revised June 1984)
- Case
Quaker Steel and Alloy Corp.
By: John J. Gabarro
Lower middle-level manager is faced with the need to bring about a change in the call patterns of the sales force selling her product. Based on an earlier case by P.R. Lawrence. View Details
Gabarro, John J. "Quaker Steel and Alloy Corp." Harvard Business School Case 480-063, February 1980. (Revised June 1984.)
- Web
California - Global
Company San Francisco, 2015 #tech #inequality Sephora Direct: Investing in Social Media Accounting for the iPhone at Apple, Inc. Warner Bros. Entertainment Keeping Google “Googly” Location California Research Center Burlingame, California, USA New Research on the... View Details
- August 2017 (Revised November 2017)
- Case
VTS
By: Mark Roberge and Michael Roberts
The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique... View Details
- 06 Jun 2018
- Research & Ideas
Cut Salaries or Cut People? The Best Way to Survive a Downturn
literature in economics on why firms tend not to cut people’s pay,” says Stanton, an applied economist who is an assistant professor in the Entrepreneurial Management Unit at HBS. “We can actually measure the consequences.” A ‘natural... View Details
Keywords: by Rachel Layne
- February 1985 (Revised July 1993)
- Case
Puritan Drug Co.
David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by R.Z. Sorenson. View Details
Keywords: Salesforce Management; Conflict and Resolution; Beauty and Cosmetics Industry; Retail Industry; Pharmaceutical Industry
Moriarty, Rowland T., Jr. "Puritan Drug Co." Harvard Business School Case 585-158, February 1985. (Revised July 1993.)
- March 2015 (Revised December 2016)
- Case
Philips Healthcare Latin America
By: Sunil Gupta
On a beautiful sunny afternoon in October 2013, Daniel Mazon (GMP 15), decided to take some time out of his busy schedule of the General Management Program (GMP) at the Harvard Business School to reflect on his company's situation. Mazon was the Vice President and... View Details
Keywords: Healthcare; Latin America; Organizational Structure; Salesforce Management; Health Care and Treatment; Medical Devices and Supplies Industry; Health Industry; Latin America
Gupta, Sunil. "Philips Healthcare Latin America." Harvard Business School Case 515-097, March 2015. (Revised December 2016.)
- April 1999 (Revised May 2000)
- Case
Pilgrim Drug Company
David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of an earlier case. View Details
Burton, M. Diane, and Jeffrey L. Bradach. "Pilgrim Drug Company." Harvard Business School Case 499-062, April 1999. (Revised May 2000.)
- December 16, 2021
- Article
Avoid a One-Size-Fits-All Approach to Sales Coaching
Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details
Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
- February 2008 (Revised August 2011)
- Case
Olympia Machine Company, Inc.
By: Frank V. Cespedes and Benson P. Shapiro
The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications... View Details
Keywords: Governance Controls; Compensation and Benefits; Mission and Purpose; Salesforce Management; Motivation and Incentives; Business Strategy; Industrial Products Industry
Cespedes, Frank V., and Benson P. Shapiro. "Olympia Machine Company, Inc." Harvard Business School Case 708-490, February 2008. (Revised August 2011.)
- September 2005 (Revised March 2007)
- Case
Lifefont: The Case for RetailDriver
Examines how Lifefont (pseudonym), a multidivisional consumer packages goods company, develops a system to manage and measure the impact of promotional events in retail outlets. View Details
Keywords: Framework; Change Management; Compensation and Benefits; Cost vs Benefits; Growth Management; Management Analysis, Tools, and Techniques; Customer Relationship Management; Product Marketing; Salesforce Management; Advertising; Management Systems; Information Technology; Retail Industry
Martinez-Jerez, Francisco de Asis, and Karim Fakhry. "Lifefont: The Case for RetailDriver." Harvard Business School Case 106-005, September 2005. (Revised March 2007.)