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    • All HBS Web  (2,359)
      • Faculty Publications  (706)

      Sales Management Remove Sales Management →

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      • May 2022
      • Supplement

      Borusan CAT: Monetizing Prediction in the Age of AI (B)

      By: Navid Mojir and Gamze Yucaoglu
      Borusan Cat is an international distributor of Caterpillar heavy machines. In 2021, it had been three years since Ozgur Gunaydin (CEO) and Esra Durgun (Director of Strategy, Digitization, and Innovation) started working on Muneccim, the company’s predictive AI tool....  View Details
      Keywords: AI and Machine Learning; Commercialization; Technology Adoption; Industrial Products Industry; Turkey; Middle East
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      Mojir, Navid, and Gamze Yucaoglu. "Borusan CAT: Monetizing Prediction in the Age of AI (B)." Harvard Business School Supplement 522-045, May 2022.
      • Article

      Do the Right Firms Survive Bankruptcy?

      By: Samuel Antill
      In U.S. Chapter 11 bankruptcy cases, firms are either reorganized, acquired, or liquidated. I show that decisions to liquidate often reduce creditor recovery, costing creditors billions of dollars every year. I exploit the within-district random assignment of...  View Details
      Keywords: Bankruptcy; Bankruptcy Reorganization; Recovery Rate; Structural Estimation; Roy Model; 363 Sales; Insolvency and Bankruptcy; Governing Rules, Regulations, and Reforms
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      Antill, Samuel. "Do the Right Firms Survive Bankruptcy?" Journal of Financial Economics 144, no. 2 (May 2022): 523–546.
      • 2022
      • Working Paper

      An Anatomy of Performance Monitoring

      By: Achyuta Adhvaryu, Anant Nyshadham and Jorge Tamayo
      Performance monitoring is a mainstay management tool in most organizations. Yet we still know little about whether—and why—better monitoring yields better performance in practice. To shed light on these questions, we study the introduction of a performance monitoring...  View Details
      Keywords: Performance Monitoring; Worker Skills; Skill Depreciation; Managerial Inattention; On-the-job Training; Productivity; Multitasking; Quick Serve Restaurants; Performance Evaluation; Employees; Competency and Skills; Training; Performance Productivity; Management; Information Technology; Food and Beverage Industry; Puerto Rico
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      Adhvaryu, Achyuta, Anant Nyshadham, and Jorge Tamayo. "An Anatomy of Performance Monitoring." Harvard Business School Working Paper, No. 22-066, March 2022.
      • March 2022
      • Teaching Note

      Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

      By: Jill Avery
      Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales...  View Details
      Keywords: Brand Management; Virtual Reality; Augmented Reality; B2B; E-commerce; Technology Platform; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Digital Marketing; Internet and the Web; Growth Management; Customer Relationship Management; Customer Value and Value Chain; Social Media; Applications and Software; Advertising Industry; United States
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      Avery, Jill. "Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences." Harvard Business School Teaching Note 522-065, March 2022.
      • 2022
      • Working Paper

      Markups to Financial Intermediation in Foreign Exchange Markets

      By: Jonathan Wallen
      On average from 2013 to 2020, foreign asset managers in net sold forward 1.1 trillion U.S. dollars. This forward sale of dollars hedges the currency mismatch of foreign investment in U.S. dollar assets. By accommodating this demand, U.S. and European banks earn an...  View Details
      Keywords: Foreign Exchange; Financial Intermediation; Arbitrage; Market Power; Regulations; Currency; Assets; Interest Rates; Banking Industry
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      Wallen, Jonathan. "Markups to Financial Intermediation in Foreign Exchange Markets." Working Paper, March 2022.
      • December 16, 2021
      • Article

      Avoid a One-Size-Fits-All Approach to Sales Coaching

      By: Frank V. Cespedes
      Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify...  View Details
      Keywords: Salesforce Management; Training; Competency and Skills; Motivation and Incentives
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      Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
      • 2021
      • Working Paper

      CRM and AI in Time of Crisis

      By: Michelle Y. Lu and Navid Mojir
      A crisis can affect the incentives of various players within a firm’s multi-layered sales and marketing organization (e.g., headquarters and branches of a bank). Such shifts can result in sales decisions against the firm’s best interests. Motivated by the backlash to...  View Details
      Keywords: CRM; Artificial Intelligence; AI; B2B Marketing; Decision Authority; Crisis Marketing; Intra-organizational Conflict; COVID-19 Pandemic; Customer Relationship Management; Technological Innovation; Decision Making; Strategy; Health Pandemics; Crisis Management; AI and Machine Learning
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      Lu, Michelle Y., and Navid Mojir. "CRM and AI in Time of Crisis." Harvard Business School Working Paper, No. 22-035, November 2021.
      • December 2021
      • Article

      Employee Responses to Compensation Changes: Evidence from a Sales Firm

      By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
      Using data from an inbound sales call center, we study employee responses to compensation changes that ultimately reduced take-home pay by 7% for the average affected worker. These changes caused a significant increase in the turnover rate of the firm's most productive...  View Details
      Keywords: Employees; Wages; Compensation and Benefits; Change; Performance; Resignation and Termination; Retention; Analysis
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      Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Employee Responses to Compensation Changes: Evidence from a Sales Firm." Management Science 67, no. 12 (December 2021).
      • November 2021 (Revised March 2022)
      • Case

      AppHarvest: Rebuilding the Appalachian Economy Through Agriculture

      By: Joshua Lev Krieger, William R. Kerr and Christian Godwin
      In 2021, AppHarvest completed construction of a 60-acre indoor farming facility, one of the world’s largest, recorded its first sales, and went public in a multi-billion dollar IPO. Described as “a force of nature,” Jonathan Webb founded the company to bring jobs back...  View Details
      Keywords: Agricultural; Entrepreneur; Business Startups; Development Economics; Sales; Goals and Objectives; Going Public; Growth Management; Buildings and Facilities; Agriculture and Agribusiness Industry; North America
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      Krieger, Joshua Lev, William R. Kerr, and Christian Godwin. "AppHarvest: Rebuilding the Appalachian Economy Through Agriculture." Harvard Business School Case 822-067, November 2021. (Revised March 2022.)
      • November 2021
      • Case

      LKQ-Stahlgruber

      By: Guhan Subramanian and Caeden Brynie
      Through a combination of organic growth and acquisitions, LKQ Corp. became the leading aftermarket auto parts distributor in the U.S. by the early 2000s. Beginning in 2012, the company began similarly consolidating the European marketplace. However, by 2017, the...  View Details
      Keywords: Consolidation; Acquisition; Decision Making; Strategy; Opportunities; Europe; Germany
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      Subramanian, Guhan, and Caeden Brynie. "LKQ-Stahlgruber." Harvard Business School Case 922-028, November 2021.
      • November 2021
      • Article

      The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

      By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
      This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that...  View Details
      Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
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      Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
      • September 2021
      • Case

      On the Bubble: Startup Bootstrapping

      By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb
      Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high...  View Details
      Keywords: Business Startups; Business Growth and Maturation; Business Model; Business Plan; Disruption; Transformation; Trends; Customer Focus and Relationships; Customer Relationship Management; Decision Making; Cost vs Benefits; Decisions; Entrepreneurship; Venture Capital; Equity; Executive Compensation; Recruitment; Selection and Staffing; Disruptive Innovation; Technological Innovation; Job Interviews; Growth and Development Strategy; Ownership Stake; Opportunities; Applications and Software; Technology Adoption; Technology Industry; Web Services Industry; New York (city, NY); California; France
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      Bussgang, Jeffrey J., Tom Quinn, and Annelena Lobb. "On the Bubble: Startup Bootstrapping." Harvard Business School Case 822-033, September 2021.
      • August 2021 (Revised March 2022)
      • Case

      Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

      By: Jill Avery and Rayan Nahas
      Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales...  View Details
      Keywords: Brand Management; Virtual Reality; Augmented Reality; B2B; Technology Platform; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Digital Marketing; Internet and the Web; Growth Management; Customer Relationship Management; Customer Value and Value Chain; Social Media; E-commerce; Applications and Software; Advertising Industry; United States
      Citation
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      Avery, Jill, and Rayan Nahas. "Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences." Harvard Business School Case 522-002, August 2021. (Revised March 2022.)
      • August 2021
      • Article

      Improving Sales Hiring

      By: Frank V. Cespedes
      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
      Keywords: Sales; Selection and Staffing
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      Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.
      • July 2021 (Revised February 2022)
      • Case

      Mary Kay Inc.: Enriching Women's Lives while Embracing Change

      By: Elie Ofek, K. Shelette Stewart and Julia Kelley
      In December 2020, Mary Kay Inc. Chief Marketing Officer Sheryl Adkins-Green considered several strategic dilemmas. Founded in 1963 by Mary Kay Ash, Mary Kay was a direct sales company whose Independent Beauty Consultants purchased its beauty and cosmetics products at...  View Details
      Keywords: Advertising Campaigns; Demographics; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Product Marketing; Product Positioning; Social Marketing; Salesforce Management; Organizations; Mission and Purpose; Organizational Change and Adaptation; Innovation and Invention; Innovation Strategy; Competition; Competitive Strategy; Competitive Advantage; Beauty and Cosmetics Industry; North and Central America; United States; Europe; Asia; Texas
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      Ofek, Elie, K. Shelette Stewart, and Julia Kelley. "Mary Kay Inc.: Enriching Women's Lives while Embracing Change." Harvard Business School Case 522-004, July 2021. (Revised February 2022.)
      • Article

      Biosimilars and Follow-On Products in the United States: Adoption, Prices, and Users

      By: Ariel Dora Stern, Jacqueline L. Chen, Melissa Ouellet, Mark R. Trusheim, Zeid El-Kilani, Amber Jessup and Ernst R. Berndt
      Biologic drugs account for a disproportionate share of the increase in pharmaceutical spending in the U.S. and worldwide. Against this backdrop, many look to the expanding market for biosimilars—follow-on products to biologic drugs—as a vehicle for controlling...  View Details
      Keywords: Pharmaceuticals; Drug Spending; Drug Pricing; Health Care and Treatment; Spending; Price; Markets; Cost Management; United States
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      Stern, Ariel Dora, Jacqueline L. Chen, Melissa Ouellet, Mark R. Trusheim, Zeid El-Kilani, Amber Jessup, and Ernst R. Berndt. "Biosimilars and Follow-On Products in the United States: Adoption, Prices, and Users." Health Affairs 40, no. 6 (June 2021).
      • May–June 2021
      • Article

      Getting Up to Speed in Your Sales Efforts

      By: Frank V. Cespedes and Zoran Latinovic
      In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity...  View Details
      Keywords: Sales Velocity; Opportunity Selection; Deal Size; Win Rate; Sales; Management; Cash Flow
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      Cespedes, Frank V., and Zoran Latinovic. "Getting Up to Speed in Your Sales Efforts." European Business Review (May–June 2021): 68–71.
      • 2021
      • Chapter

      Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations

      By: Frank V. Cespedes
      Sales is a crucial test for organizational change, including productive use (or not) of new technologies. Changes in selling always have wider organizational implications, because so many other decisions and resource commitments in firms depend upon demand forecasts...  View Details
      Keywords: Sales; Salesforce Management; Organizational Change and Adaptation; Digital Transformation
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      Cespedes, Frank V. "Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations." In Managing Digital Transformation: Understanding the Strategic Process, edited by Andreas Hinterhuber, Tiziano Vescovi, and Francesca Checchinato. Routledge, 2021.
      • April 2021
      • Supplement

      Buy Online, Pickup in Store: Vice President of E-Commerce Supplement

      By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein
      In April 2019, Sylvarella VP of E-Commerce Charla Limont must review an analysis of her department’s sales data to determine the impact of the company’s Buy Online, Pickup in Store (BOPS) program. The program implementation created significant problems for the...  View Details
      Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Apparel and Accessories Industry; United States; Canada
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      Moreno, Antonio, Santiago Gallino, and Amy Klopfenstein. "Buy Online, Pickup in Store: Vice President of E-Commerce Supplement." Harvard Business School Supplement 621-106, April 2021.
      • April 2021
      • Supplement

      Buy Online, Pickup in Store: Vice President of Store Operations Supplement

      By: Antonio Moreno, Santiago Gallino and Amy Klopfenstein
      In April 2019, Sylvarella VP of Store Operations Axley Vega must review an analysis of her department’s sales data to determine the impact of the company’s Buy Online, Pickup in Store (BOPS) program. BOPS implementation created significant problems for the store...  View Details
      Keywords: Operations; Service Delivery; Logistics; Infrastructure; Distribution Channels; Order Taking and Fulfillment; Analysis; Retail Industry; Apparel and Accessories Industry; United States; Canada
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      Moreno, Antonio, Santiago Gallino, and Amy Klopfenstein. "Buy Online, Pickup in Store: Vice President of Store Operations Supplement." Harvard Business School Supplement 621-105, April 2021.
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