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- April 2006 (Revised April 2012)
- Background Note
The Company Sale Process
Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details
Fruhan, William E., Jr. "The Company Sale Process." Harvard Business School Background Note 206-108, April 2006. (Revised April 2012.)
- May 2011
- Case
Baria Planning Solutions, Inc.: Fixing the Sales Process
By: Steven C. Wheelwright and William Schmidt
Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement costs and improved supplier performance. Management is concerned about the disappointing performance of the sales... View Details
Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Production; Management Practices and Processes; Service Operations; Supply Chain Management; Salesforce Management; Planning; Consulting Industry; North and Central America
Wheelwright, Steven C., and William Schmidt. "Baria Planning Solutions, Inc.: Fixing the Sales Process." Harvard Business School Brief Case 114-568, May 2011.
- 2014
- Other Teaching and Training Material
Marketing Reading: Sales Force Design and Management
By: Doug J. Chung and Das Narayandas
This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical... View Details
Keywords: Sales Budget; Sales Compensation; Sales Cycle; Sales Force Management; Sales Forces; Sales Management; Sales Operations; Sales Organization; Sales Planning; Sales Strategy
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8213, 2014.
- November 2014
- Case
Ardian—The Sale of Diana
By: Paul A. Gompers and Michael Roberts
The case focuses on a European private equity firm—Ardian—and the process it uses to sell one of its portfolio companies, and the decisions around that sale. Key issues include the choice of an auction or acceptance of a pre-emptive bid, and the role of the portfolio... View Details
Gompers, Paul A., and Michael Roberts. "Ardian—The Sale of Diana." Harvard Business School Case 215-033, November 2014.
- September 24, 2024
- Article
4 Steps That Can Optimize Your Sales Process
By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter
Sales is a performance art where outcomes matter, so most advice here focuses on closing the sale. But a close is the result of actions and choices that occur earlier in the process: how much time and effort to spend on customer discovery (understanding what and to... View Details
Cespedes, Frank V., Scott Peterson, and Daniel Weinfurter. "4 Steps That Can Optimize Your Sales Process." Harvard Business Review (website) (September 24, 2024).
- 18 Feb 2015
- News
Reinvent Your Sales Process While Still Hitting Your Numbers
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
- March 7, 2024
- Article
Integrating Digital Tools into Every Stage of Your Sales Strategy
By: Frank V. Cespedes and Georg Krentzel
In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details
Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding
Cespedes, Frank V., and Georg Krentzel. "Integrating Digital Tools into Every Stage of Your Sales Strategy." Harvard Business Review (website) (March 7, 2024).
- May 2011
- Teaching Note
Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)
By: Steven C. Wheelwright and William Schmidt
Teaching Note for 4568. View Details
- 23 Oct 2020
- News
Now Is the Time to Shake Up Your Sales Processes
- March 2017
- Teaching Note
Sales Compensation Vignettes
This Teaching Note supports the case study comprising two vignettes about startup companies considering whether and how to change their sales compensation plans. The case allows students to compare and contrast the objectives, structure, and process of sales incentives... View Details
- August 2021
- Article
Improving Sales Hiring
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,... View Details
Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.
- October 2017
- Case
Pricing PatientPing
By: Frank V. Cespedes, Julia Kelley and Amram Migdal
In 2017, Jay Desai, the CEO of Boston-based health care technology company PatientPing, had to consider a number of interrelated pricing challenges. Founded in late 2013, PatientPing sold a software platform that allowed health care providers to receive real-time... View Details
Keywords: Pricing; Health Tech; Health Technology; Marketing; Sales Process; Sales Strategy; Price; Sales; Marketing Strategy; Health Care and Treatment; Health Industry; Technology Industry; Boston; North America; Massachusetts; United States
Cespedes, Frank V., Julia Kelley, and Amram Migdal. "Pricing PatientPing." Harvard Business School Case 818-017, October 2017.
- Apr 12 2018
- Interview
The Path to High-Performance Sales
- Article
Aligning Strategy and Sales
Much current opinion asserts that strategy is less important (and may, in fact, be an impediment) in an era of constant change. This publication discusses why claims about business change are often overstated and misunderstood, why strategy is even more important as... View Details
- Program
Aligning Strategy and Sales
based on customer profitability Build and nurture the best sales talent and go-to-market approach for each product or segment Translate your corporate strategy into sales strategies, tasks, and View Details
- September 2024
- Article
Sales Coaching and Value Creation
Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details
Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes
Cespedes, Frank V. "Sales Coaching and Value Creation." Top Sales Magazine (September 2024), 20–21.
- May 3, 2023
- Article
What Top-Performing Sales Managers Do Differently
By: Mike Schultz and Frank V. Cespedes
Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found... View Details
Schultz, Mike, and Frank V. Cespedes. "What Top-Performing Sales Managers Do Differently." TrainingIndustry.com (May 3, 2023).
- January 2019
- Teaching Note
Pricing PatientPing
Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates... View Details