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  • August 22, 2017
  • Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh
This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details
Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management
Related
  • Web

Power and Influence for Positive Impact | HBS Online

Exercises Analyze your environment and assess its readiness for change Perform a stakeholder analysis for a potential change initiative 4-6 hrs Module 6 Managing Your Relationship to Power Understand the... View Details
  • 16 Jul 2020
  • Research & Ideas

Restaurant Revolution: How the Industry Is Fighting to Stay Alive

incubated, and maintained. What is clear, however, is that for the industry to recover, restaurants must incorporate health and safety measures into a hospitable environment,... View Details
Keywords: by Michael S. Kaufman, Lena G. Goldberg, and Jill Avery; Food & Beverage
  • 21 Aug 2018
  • First Look

New Research and Ideas, August 21, 2018

Tracking Performance Indicators By: Beveridge, Christiana, Sofia Warner, Greg Leya, and Thomas W. Feeley Abstract—Given that accountable care organizations (ACOs) have not achieved the degree of cost... View Details
Keywords: Dina Gerdeman
  • 02 Oct 2018
  • First Look

New Research and Ideas, October 2, 2018

administrative aberration indicating weak state control, while others see it as a strategy for consolidating authority. This essay traces the historical development of iq ā and ijārah, two Perso-Arabic terms... View Details
Keywords: Dina Gerdeman
  • 01 Dec 2022
  • News

Educating, Connecting, and Mobilizing Around Climate Change

reports, the relationship between ESG disclosure and performance, and how green bonds provide institutional oversight that helps bring credibility to firms’ environmental commitments. Key takeaway:... View Details
Keywords: Jennifer Gillespie
  • 04 Sep 2018
  • First Look

New Research and Ideas, September 4, 2018

leaders might say they value inquisitive minds, in reality most stifle curiosity, fearing it will increase risk and inefficiency. Harvard Business School’s Francesca Gino elaborates on the benefits of and... View Details
Keywords: Dina Gerdeman
  • Research Summary

Overview

Research about the design and use of internal performance measurement and control systems to implement strategies, align incentives, manage risks, and shape culture using accounting measurement and priorities. In addition, my research includes understanding how and... View Details
Keywords: Corporate Governance; Strategic Change; Accounting Red Flags; Accountability
  • 01 Dec 2008
  • News

The CEO and the Functions of Leadership

budgeting, management development, and performance reviews are needed to ensure timely implementation of the organization’s goals and strategy to... View Details
  • 25 Aug 2015
  • Blog Post

Why an MD/MBA from HBS and HMS?

therefore physicians and patients were often frustrated by the design of health care delivery systems. As an aspiring physician, I wanted to understand these conversations. This led me to an internship at a View Details
  • 02 Apr 2019
  • First Look

New Research and Ideas, April 2, 2019

strategies in response to Google’s entry threat and actual entry into their markets. We find that, after Google’s entry threat increases, affected developers reduce innovation View Details
Keywords: Dina Gerdeman
  • 29 Jan 2019
  • First Look

New Research and Ideas, January 29, 2019

forthcoming Journal of International Economics Corporate Debt, Firm Size and Financial Fragility in Emerging Markets By: Alfaro, Laura, Gonzalo Asis, Anusha Chari, and Ugo Panizza Abstract— The post-Global... View Details
Keywords: Dina Gerdeman
  • 12 Dec 2017
  • First Look

New Research and Ideas, December 12, 2017

controls for sustainability performance ratings, analyst forecasts, insider trading, institutional ownership, earnings quality, and other voluntary disclosure activity. Changes in material sustainability... View Details
Keywords: Sean Silverthorne
  • 05 Jun 2018
  • First Look

New Research and Ideas, June 5, 2018

delegate decisions to integrated suppliers. We test the predictions of the model using a novel dataset that combines measures of vertical integration and delegation for a large set of firms from many... View Details
Keywords: Dina Gerdeman
  • 01 Jun 2003
  • News

South Florida and Minnesota Launch Community Programs

Executive Education program Strategic Perspectives in Nonprofit Management. Past recipients have included Janice Price, president and CEO of The Kimmel Center for the Performing Arts, View Details
Keywords: Alumni groups; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools
  • 22 Aug 2024
  • Blog Post

LM Wind Power Test and Validation Center

more rapidly iterate on their designs. LM Wind’s testing facilities perform static and dynamic testing, rain erosion testing, and aerodynamic testing using the only wind tunnel... View Details
  • January 1976 (Revised December 1988)
  • Case

Webster Industries (A)

The manufacturing manager of Webster's largest division is told to cut his managerial payroll by 15%. Provides company background data and a description of the manufacturing manager's reactions to the proposed reduction. Provides the students with an opportunity to... View Details
Keywords: Job Cuts and Outsourcing; Cost Management
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  • 19 Jun 2018
  • First Look

New Research and Ideas, June 19, 2018

identical resumes. Using a novel control condition, we document that this discrimination is not specific to gender and is instead driven by beliefs. Employers are simply less willing to hire a worker from a group that View Details
Keywords: Dina Gerdeman
  • September 2019
  • Article

The Persistence of Broadband User Behavior: Implications for Universal Service and Competition Policy

By: Andre Boik, Shane Greenstein and Jeffrey Prince
In several markets, firms compete not for consumer expenditure but consumer attention. We examine user priorities over the allocation of their time, and interpret that behavior in light of salient tensions in policy discussions over universal service, data caps, and... View Details
Keywords: Broadband Service; Attention Allocation; Consumer Behavior; Household; Internet and the Web; Competition; Policy
Related
  • 01 Jun 2015
  • News

Alumni and Faculty Books for June 2015

High-Profit Strategies in the Age of Techno Service by John A. Goodman (MBA 1971) (AMACOM) These days businesses have more opportunities to enhance the customer experience than ever before. Goodman explains how businesses can design View Details