Case | HBS Case Collection | 1999 (Revised from original 1998 version)

DigitalThink: Building a Sales Force

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

Abstract

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.

Citation:

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.)