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Case | HBS Case Collection | August 1984 (Revised May 1992)

MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment

by John F. Cady and Frank V. Cespedes

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Keywords: Market Entry and Exit; Communication Technology; Telecommunications Industry;

Format: Print 19 pages Find at Harvard

Citation:

Cady, John F., and Frank V. Cespedes. "MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment." Harvard Business School Case 585-097, August 1984. (Revised May 1992.)

About the Author

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Frank V. Cespedes
MBA Class of 1973 Senior Lecturer of Business Administration
Entrepreneurial Management

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More from the Author

  • Article | Top Sales Magazine | April 2018

    Effective Sales Training: What Are the Foundational Elements?

    Frank V. Cespedes

    Citation:

    Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23.  View Details
    CiteView Details Read Now Related
  • Article | Harvard Business Review (website)

    How a Fast-Growing Startup Built Its Sales Team for Long-Term Success

    Frank V. Cespedes and David Mattson

    It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses—and it’s hard to fault them. The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development. This is a problem because it can stall a company’s scaling efforts. To prevent this from happening, companies must make core processes like recruiting, interviewing, and development a real priority in daily practice. As Aristotle emphasized a long time ago, “Excellence is a habit.”

    Keywords: Business Startups; Salesforce Management; Management Practices and Processes;

    Citation:

    Cespedes, Frank V., and David Mattson. "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success." Harvard Business Review (website) (December 4, 2017).  View Details
    CiteView Details Register to Read Related
  • Article | Harvard Business Review (website) | August 22, 2017

    Find the Right Metrics for Your Sales Team

    Frank V. Cespedes and Robert Marsh

    This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a closed deal is an outcome and lagging indicator. This article discusses how some firms deconstruct their sales conversion funnels to identify relevant leading indicators and coach/develop selling behaviors. Thus managing sales performance and not only reviewing quotas and after-the-fact outcomes.

    Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management;

    Citation:

    Cespedes, Frank V., and Robert Marsh. "Find the Right Metrics for Your Sales Team." Harvard Business Review (website) (August 22, 2017).  View Details
    CiteView Details Register to Read Related
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