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