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What Makes a Good Salesman (HBR Classic)
Sales & Marketing Magazine ArticleDespite millions of dollars spent on combating the high turnover rate among insurance agents, the rate--approximately 50% within the first year and 80%... -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
Job Matching for Better Sales Performance
Sales & Marketing Magazine ArticleThe prevalent hiring tenets for salespeople are myths. A survey of 18,000 individuals and a control group of equal size shows that age, sex, race, experience,... -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
Understanding What Your Sales Manager Is Up Against
Sales & Marketing Magazine ArticleEvery year, the research firm CSO Insights publishes the results of its Sales Performance Optimization survey, an online questionnaire given to more than... -
Aligning Strategy and Sales
Sales & Marketing VideoFrank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell with your business goals. -
How to Convince Your Sales Team to Adopt a Subscription Model
Sales & Marketing Digital ArticleNearly 90% of subscription businesses are stable or growing right now. -
Is Your Sales Team Struggling to Sell Solutions?
Sales & Marketing Digital ArticleYour leadership team might be at the root of the problem. -
A Portrait of the Overperforming Salesperson
Sales & Marketing Digital ArticleNew research identifies their traits and behaviors. -
How Nimble Is Your Sales Planning?
Sales & Marketing Digital ArticleRigid plans just won't work anymore. -
Why Some of Your Salespeople Are Dragging - and How to Fix It
Sales & Marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Dismantling the Sales Machine
Sales & Marketing Magazine ArticleSales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified activities.... -
How to Sell New Products
Sales & Marketing Magazine ArticleSenior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may... -
Outward-Looking Teams Are Most Effective
What makes or breaks a team's performance? The ability to connect with people outside the team who can help them achieve their goals. -
Can Your Sales Team Actually Achieve Their Stretch Goals?
Performance indicators Digital ArticleMake goals ambitious but realistic. -
Salespeople, Stop Worrying About Being Liked
Sales & Marketing Digital ArticleBe an expert, not a friend. -
Making the Consensus Sale
Sales & Marketing Magazine ArticleSales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today... -
Sales Teams Need More (and Better) Coaching
Career coaching Digital ArticleHere’s how to get started.
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How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
How Middle Market Companies Can Avoid a Liquidity Crisis
Operations strategy Digital ArticleBy closing the loop between sales and operations, they can generate more cash and profits. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Using Sprints to Boost Your Sales Team’s Performance
Sales Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
How to Boost Your Sales Reps’ Performance
Sales Magazine ArticleThere’s a delicate balance between finding potential customers and signing them up. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture. -
A Digital Talent Hub Can Make Your Sales Team More Agile
Human resource management Digital ArticleConnecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance. -
Setting Your B2B Sales Strategy in a Downturn
Sales Digital ArticleShifting mindsets create new risks — and new opportunities. -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
How to Digitalize Your Sales Organization
Sales Magazine ArticleUse technology, data, and analytics to do it right. -
Stop Losing Sales to Customer Indecision
Behavioral science Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Is Your Sales Strategy Worth Scaling?
Sales team management Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off. -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t. -
Is Your Sales Team Struggling to Sell Solutions?
Sales and marketing Digital ArticleYour leadership team might be at the root of the problem. -
Avoid a One-Size-Fits-All Approach to Sales Coaching
Sales team management Digital ArticleHow to tailor your advice to your reps’ needs — and build a culture where they help each other.
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The Popcorn Predicament: Competition, Conflict and Buying Behaviour
Innovation & Entrepreneurship Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Reliable Equipment Ltd.: The Popcorn Predicament
Leadership & Managing People Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Philips Healthcare Latin America
Sales & Marketing Case Study8.95View Details 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... -
Formlabs: Selling a New 3D Printer
Innovation & Entrepreneurship Case Study8.95View Details Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental,... -
A Note on Sizing the Sales Force
Sales & Marketing Case Study8.95View Details This note describes several approaches one could employ to size a sales force. It addresses the advantages of each approach as well as the weaknesses.... -
Wetherill Associates, Inc.
Organizational Development Case Study8.95View Details Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether... -
Marketing Reading: Sales Force Design and Management
Sales & Marketing Tool15.90View Details This Core Curriculum Reading introduces (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force... -
Razorpay Software Pvt Ltd: Expanding into new territories with Razor-sharp tech focus
Management Case Study8.95View Details Razorpay, a payments solution providing company in India, has recently achieved Unicorn status. They had entered the payments industry with the goal of... -
Nutricia Middle East: Measuring Sales Force Effectiveness
Sales & Marketing Case Study8.95View Details Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... -
Arck Systems (C)
Leadership & Managing People Case Study5.00View Details 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... -
Evergreen Investments: Mobile CRM (A)
Technology & Operations Case Study8.95View Details Evergreen Investments has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from... -
Parkin Laboratories: Sales Force Effectiveness
Sales & Marketing Case Study8.95View Details The profits of a generic-pharmaceutical company, Parkin Laboratories, are dwindling as a result of recent legislation implemented by the Indian government.... -
Oversight Systems
Sales & Marketing Case Study14.00View Details The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that... -
Comparing HBS MBAs with Top Hunter and Farmer Sales Reps
Sales & Marketing Case Study15.05View Details Supports the sales module in the first-year MBA Marketing course. -
Arck Systems (F)
Leadership & Managing People Case Study5.00View Details 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... -
New York Life and Immediate Annuities
Sales & Marketing Case Study8.95View Details By positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However,... -
EFI, Inc. (C)
Sales & Marketing Case Study5.00View Details This is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance... -
The U.S. Health Club Industry in 2004
Strategy & Execution Case Study8.95View Details In 2004, the $16.8 billion U.S. health club industry continued its strong record of growth. There were almost 27,000 health clubs in the United States,... -
SOHO China: Design, Development, and Social Harmony
Strategy & Execution Case Study14.00View Details Founded in 1995 by Zhang Xin and her husband Mr. Pan Shiyi, SOHO China has developed into a world-class real estate development firm that has consistently... -
Arck Systems (D)
Leadership & Managing People Case Study5.00View Details 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...
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What Makes a Good Salesman (HBR Classic)
Sales & Marketing Magazine ArticleDespite millions of dollars spent on combating the high turnover rate among insurance agents, the rate--approximately 50% within the first year and 80%... -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
The Popcorn Predicament: Competition, Conflict and Buying Behaviour
Innovation & Entrepreneurship Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Reliable Equipment Ltd.: The Popcorn Predicament
Leadership & Managing People Case Study8.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Philips Healthcare Latin America
Sales & Marketing Case Study8.95View Details 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... -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
Job Matching for Better Sales Performance
Sales & Marketing Magazine ArticleThe prevalent hiring tenets for salespeople are myths. A survey of 18,000 individuals and a control group of equal size shows that age, sex, race, experience,... -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
Formlabs: Selling a New 3D Printer
Innovation & Entrepreneurship Case Study8.95View Details Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental,...