Publications
Publications
- February 2017 (Revised August 2018)
- HBS Case Collection
Sarah Powers at Automated Precision Products
By: Jeffrey T. Polzer, Michael Norris, Julia Kelley and Kristina Tobio
Abstract
In 2017, Sarah Powers, VP of Sales at an automation hardware firm, is trying to understand why some members of her sales team have been underperforming. She is tasked with analyzing her firm’s email and calendar data to try to find relationships between communications and sales performance.
Keywords
People Analytics; Sales Attainment; Communication Networks; Data; Human Resources; Business Processes; Sales; Communication; Analytics and Data Science; Analysis; Industrial Products Industry; Manufacturing Industry; United States
Citation
Polzer, Jeffrey T., Michael Norris, Julia Kelley, and Kristina Tobio. "Sarah Powers at Automated Precision Products." Harvard Business School Case 417-072, February 2017. (Revised August 2018.)