Case | HBS Case Collection | March 1998 (Revised June 1999)

DigitalThink: Building a Sales Force

by Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall


A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of regional management.

Keywords: Internet; Salesforce Management; Business Startups; Service Industry;


Roberts, Michael J., Joseph B. Lassiter III, and Christina L. Darwall. "DigitalThink: Building a Sales Force." Harvard Business School Case 898-193, March 1998. (Revised June 1999.)