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Show Results For
-
All HBS Web
(785)
- News (139)
- Research (537)
- Events (1)
- Multimedia (1)
- Faculty Publications (199)
- 22 May 2024
- HBS Case
Banned or Not, TikTok Is a Force Companies Can’t Afford to Ignore
system to get each of their users to contribute to the content,” Ghosh notes. Unlike other social platforms that force people to build a following in order for content to be seen, the tool enables users of all abilities to build on...
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A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal...
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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details
- 2012
- Book
The Culture Cycle: How to Shape the Unseen Force That Transforms Performance
By: James Heskett
The contribution of culture to organizational performance is both substantial and quantifiable. This book presents the results of field research that demonstrates how an effective culture can account for up to half of the differential in performance between...
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Keywords:
Customer Focus and Relationships;
Learning;
Framework;
Policy;
Retention;
Books;
Analytics and Data Science;
Innovation and Invention;
Management Practices and Processes;
Organizational Culture;
Performance Expectations;
Research
Heskett, James. The Culture Cycle: How to Shape the Unseen Force That Transforms Performance. Upper Saddle River, NJ: FT Press, 2012.
- Web
Entrepreneurial Sales 102: Building, Managing, and Scaling the First Sales Team as a Founder, Investor, or Advisor - Course Catalog
spent more time understanding at school was how to sell.” -Dean Nohria This course explores the complex subject of how to build, manage, and scale the first sales force including how to: Hire your first...
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- 24 Apr 2014
- News
Leading a battle against corruption, a force that slows economic development
efforts are having a real impact, with fewer allegations of corruption appearing in the media. Companies with low anti-corruption efforts, while enjoying faster sales growth in corrupt markets, have lower profit margins and return on...
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- January 2016 (Revised July 2018)
- Case
Cyberdyne: A Leap to the Future
By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for people who had difficulty walking due to nervous system disabilities resulting from stroke, spinal cord injury (SCI),...
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Keywords:
Go-to-market Strategy;
Pricing;
Sales Channel;
Technological Innovation;
Marketing;
Sales;
Distribution;
Strategy;
Medical Devices and Supplies Industry
Chung, Doug J., and Mayuka Yamazaki. "Cyberdyne: A Leap to the Future." Harvard Business School Case 516-072, January 2016. (Revised July 2018.)
- June 2013
- Supplement
Walker Insurance: Paul Thomson (Video Supplement)
By: Jim Sharpe
This is the Video Supplement for Walker Insurance: Paul Thomson (HBS Case 813057).
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Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Entrepreneurship;
Search;
Search Funds;
Sales Force Management;
Sales;
Sales Channels;
Insurance And Reinsurance;
Insurance Companies;
Acquisitions;
Hiring;
Service Management;
Service;
Insurance;
Salesforce Management;
Selection and Staffing;
Insurance Industry;
United States
Sharpe, Jim. "Walker Insurance: Paul Thomson (Video Supplement)." Harvard Business School Video Supplement 813-717, June 2013.
- May 2013
- Supplement
Paul Thomson: Walker Insurance
This is the Spreadsheet Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). Includes Exhibit 1a, Exhibit 1b, Exhibit 2, Exhibit 4, Exhibit 5, Exhibit 6, and Exhibit 7.
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Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Entrepreneurship;
Search;
Search Funds;
Sales Force Management;
Sales;
Sales Channels;
Insurance And Reinsurance;
Insurance Companies;
Acquisitions;
Hiring;
Service Management;
Service;
Insurance;
Salesforce Management;
Selection and Staffing;
Insurance Industry;
United States
- June 2013
- Teaching Note
Elasto Therm: The Next Step
By: Jim Sharpe
Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Careers;
Empowerment;
Job Design;
Sales Channels;
Sales Force Management;
Pricing Strategy;
Pricing;
Pricing Policies;
Employee Empowerment;
Customer Focus;
Entrepreneurship;
Salesforce Management;
Customer Focus and Relationships;
Rubber Industry;
United States
- February 2013 (Revised September 2013)
- Case
Elasto Therm: The Next Step
By: Jim Sharpe and James Weber
Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large...
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Keywords:
Entrepreneurial Management;
Entrepreneurs;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Sales Force Management;
Acquisitions;
Work/family Balance;
Family-owned Business;
Entrepreneurship;
Growth and Development Strategy;
Expansion;
Work-Life Balance;
Manufacturing Industry;
Rubber Industry;
United States
Sharpe, Jim, and James Weber. "Elasto Therm: The Next Step." Harvard Business School Case 813-030, February 2013. (Revised September 2013.)
- May 2013
- Supplement
Elasto Therm: The Next Step
This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2.
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Keywords:
Entrepreneurial Management;
Entrepreneurs;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Sales Force Management;
Acquisitions;
Work/family Balance;
Family-owned Business;
Entrepreneurship;
Growth and Development Strategy;
Expansion;
Work-Life Balance;
Manufacturing Industry;
Rubber Industry;
United States
- November 2012 (Revised August 2013)
- Teaching Note
Paul Thomson: Walker Insurance
By: Jim Sharpe
- August 2012 (Revised June 2013)
- Case
Paul Thomson: Walker Insurance
By: Michael Roberts, Jim Sharpe and Sonia Nagala Change
Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has...
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Keywords:
Crisis Management;
Acquisitions;
Search Funds;
Entrepreneurial Management;
Entrepreneurs;
Insurance;
Turnarounds;
Boards Of Directors;
Sales Force Management;
Entrepreneurship;
Insurance Industry;
Florida
Roberts, Michael, Jim Sharpe, and Sonia Nagala Change. "Paul Thomson: Walker Insurance." Harvard Business School Case 813-057, August 2012. (Revised June 2013.)
- June 2013
- Case
Comprosa
By: Jim Sharpe and Jose Luis Barbero
A Spanish manufacturer of packaging films has successfully returned to break even and is considering options to attain sustainable profitability.
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Keywords:
Turnaround;
Turnarounds;
Distressed Debt;
Private Equity;
Cash Flow Analysis;
Supplier Relationship;
Supply Chain Management;
Unions;
Global Competitiveness;
Leadership And Managing People;
Sales Force Management;
Sales Compensation;
Insolvency and Bankruptcy;
Global Strategy;
Salesforce Management;
Cash Flow;
Chemical Industry;
Manufacturing Industry;
Spain
Sharpe, Jim, and Jose Luis Barbero. "Comprosa." Harvard Business School Case 813-177, June 2013.
- April 2008
- Case
Campbell and Bailyn's Boston Office: Managing the Reorganization
By: Anne Donnellon and Dun Gifford Jr
Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams (KAT) to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate...
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Keywords:
Organizational Behavior;
Fixed Costs;
Group Dynamics;
Human Resource Management;
Compensation;
Matrix Organization;
Sales;
Leading Teams;
Management;
Leadership;
Organizational Design;
Organizational Structure;
Groups and Teams;
Organizational Culture;
Organizational Change and Adaptation;
Change Management;
Salesforce Management;
Compensation and Benefits;
Financial Services Industry;
Boston
Donnellon, Anne, and Dun Gifford Jr. "Campbell and Bailyn's Boston Office: Managing the Reorganization." Harvard Business School Brief Case 082-182, April 2008.
- November 2016 (Revised April 2017)
- Case
Basecamp: Pricing
By: Frank Cespedes and Robb Fitzsimmons
A data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture’s latest version of its project management software product.
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Keywords:
Pricing;
Entrepreneurial Management;
Data Analysis;
Marketing;
Customer Acquisition;
Customer Retention;
Value Proposition;
Sales Management;
Product Management;
Market Research;
Life Time Value;
Testing;
Entrepreneurship;
Analytics and Data Science;
Customers;
Value;
Sales;
Product Marketing;
United States
Cespedes, Frank, and Robb Fitzsimmons. "Basecamp: Pricing." Harvard Business School Case 817-067, November 2016. (Revised April 2017.)
- June 2013
- Supplement
Union Corrugating Co. (A) (Spreadsheet Supplement)
This is the spreadsheet supplement for HBS Case 803065, containing Exhibit 3 as an Excel document.
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Keywords:
Family-owned Business;
Entrepreneurial Organizations;
Entrepreneurs;
Sales Force Management;
Salesforce Management;
Operations Management;
COST Control;
Gender;
Careers;
Turnaround;
Turnarounds;
Supply Chain Management;
Restructuring;
Entrepreneurship;
Customer Focus and Relationships;
Supply Chain;
Steel Industry;
Construction Industry;
North Carolina;
United States
- October 2018
- Case
Shield AI
By: Mitchell Weiss and A.J. Steinlage
Shield AI’s quadcopter – with no pilot and no flight plan – could clear a building and outpace human warfighters by almost five minutes. This was not to say that it was better than the warfighters or would replace their jobs, but it was evidence that autonomous robots...
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Keywords:
Public Entrepreneurship;
Artificial Intelligence;
AI;
Entrepreneurial Sales;
Government;
Defense;
Shield AI;
Brandon Tseng;
Ryan Tseng;
Andrew Reiter;
Robots;
Robotics;
UAV;
UAVs;
Government Sales;
Entrepreneurship;
Public Sector;
Sales;
Government Administration;
National Security;
Business and Government Relations;
AI and Machine Learning;
Technology Industry;
United States
Weiss, Mitchell, and A.J. Steinlage. "Shield AI." Harvard Business School Case 819-062, October 2018.
- June 2013
- Supplement
Union Corrugating Co. (Video Supplement)
By: Jim Sharpe
This is the Video Supplement for Union Corrugating Company(A) and (B) (HBS Cases 803065 and 804003).
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Keywords:
Family-owned Business;
Entrepreneurial Organizations;
Entrepreneurs;
Sales Force Management;
Salesforce Management;
Operations Management;
COST Control;
Gender;
Careers;
Turnaround;
Turnarounds;
Supply Chain Management;
Restructuring;
Entrepreneurship;
Customer Focus and Relationships;
Supply Chain;
Steel Industry;
Construction Industry;
North Carolina;
United States
Sharpe, Jim. "Union Corrugating Co. (Video Supplement)." Harvard Business School Video Supplement 813-724, June 2013.