Sales - Publications - Faculty & Research

11 Jan 2022
News

Sales Management That Works with Frank Cespedes

January 2020 (Revised June 2021)
Case

Incentivizing Sales Advisors at Mustang

By: Susanna Gallani, Martin Artz, Johannes Habel and Sascha Alavi

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04 Aug 2023
News

The Sales Training Black Hole

Dataset

Pampers Brand Sales by Country

October 2023
Article

Finding New Business and Developing Relevant Sales Capabilities

By: Frank V. Cespedes

There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s growth rate, promotion opportunities, and job satisfaction. But a growth strategy... View Details

Keywords: Growth and Development Strategy; Sales

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09 Aug 2018
News

Two Million Fake Accounts: Sales Misconduct at Wells Fargo

November 2005
Background Note

Comparing HBSMBAs with Top Hunter and Farmer Sales Reps

By: Das Narayandas and Harold Weinstein

Supports the sales module in the first-year MBA Marketing course. View Details

Keywords: Sales

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Educators

January 2020 (Revised March 2020)
Teaching Note

Commercial Sales Transformation at Microsoft

By: Doug J. Chung

Teaching Note for HBS No. 519-054. View Details

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May 1988
Case

Capital Cities/ABC, Inc: Spot Sales

By: Frank V. Cespedes

Keywords: Advertising; Strategy; Marketing; Media and Broadcasting Industry

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16 Sep 2008
News

Palin 'phenomenon' hijacks online sales

October 2004
Case

Sales Force Training at Arrow Electronics (A)

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details

Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition

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October 2014
Article

Putting Sales at the Center of Strategy

By: Frank Cespedes

Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the financial performance that their strategies promise. One reason is a disconnect between strategic goals and field implementation... View Details

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22 Aug 2017
News

Find the Right Metrics for Your Sales Team

22 Oct 2014
News

Aligning Strategy and Sales with Frank Cespedes

2022
Chapter

Coordinating Marketing and Sales in B2B Organizations

By: Frank V. Cespedes

This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines... View Details

Keywords: B2B Marketing; Marketing

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