Publications
Publications
- September 2016
- HBS Case Collection
ZenRecruit: Sales Coaching and Performance Reviews
By: Mark N. Roberge
Abstract
Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales coaching plans, and provides students with the opportunity to role play these difficult yet important performance-review discussions. It is suitable for Sales, Marketing, Organizational Behavior, and Entrepreneurial Management courses.
Keywords
Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry
Citation
Roberge, Mark N. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Spreadsheet Supplement 817-704, September 2016.