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    • All HBS Web  (1,073)
      • Faculty Publications  (151)

      Sales Force Compensation Remove Sales Force Compensation →

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      • January 2023 (Revised January 2023)
      • Case

      Belden and Digital Transformation: From Product Sales to Solutions Sales

      By: Frank V. Cespedes and Amy Klopfenstein
      This case provides an overview of a sales transformation in the industrial automation division at Belden, a hardware manufacturer. While Belden historically sold products such as cables, wires, and other networking devices, EVP of Industrial Automation Ashish Chand...  View Details
      Keywords: Implementation; Sales Cycle; Digital Transformation; Sales; Product Positioning; Business Model; Market Entry and Exit; Customer Focus and Relationships; Business and Stakeholder Relations; Supply and Industry; Technology Industry; North America; United States
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      Cespedes, Frank V., and Amy Klopfenstein. "Belden and Digital Transformation: From Product Sales to Solutions Sales." Harvard Business School Case 823-002, January 2023. (Revised January 2023.)
      • April 2022
      • Teaching Note

      Tempur Sealy International (A, B & C)

      By: Benjamin C. Esty and Daniel Fisher
      Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
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      Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
      • April 2022
      • Case

      The First Opium War and Global Free Trade

      By: Jeremy Friedman and Allison Lazarus
      The First Opium War (1839-1842) symbolized the peak of the era of European imperialism, with a political and cultural legacy that remains potent to this day. The British Empire, “acquired in a fit of absent-mindedness” as one observer famously claimed, seemed to be...  View Details
      Keywords: Imperialism; Narcotics; Importing; History; Globalized Markets and Industries; Trade; Social Issues
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      Friedman, Jeremy, and Allison Lazarus. "The First Opium War and Global Free Trade." Harvard Business School Case 722-052, April 2022.
      • December 2021
      • Article

      Employee Responses to Compensation Changes: Evidence from a Sales Firm

      By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
      What are the long-term consequences of compensation changes? Using data from an inbound sales call center, we study employee responses to a compensation change that ultimately reduced take-home pay by 7% for the average affected worker. The change caused a significant...  View Details
      Keywords: Employees; Wages; Compensation and Benefits; Change; Performance; Resignation and Termination; Retention; Analysis
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      Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Employee Responses to Compensation Changes: Evidence from a Sales Firm." Management Science 67, no. 12 (December 2021): 7687–7707.
      • November 2021 (Revised March 2022)
      • Case

      AppHarvest: Rebuilding the Appalachian Economy Through Agriculture

      By: Joshua Lev Krieger, William R. Kerr and Christian Godwin
      In 2021, AppHarvest completed construction of a 60-acre indoor farming facility, one of the world’s largest, recorded its first sales, and went public in a multi-billion dollar IPO. Described as “a force of nature,” Jonathan Webb founded the company to bring jobs back...  View Details
      Keywords: Agricultural; Entrepreneur; Business Startups; Development Economics; Sales; Goals and Objectives; Going Public; Growth Management; Buildings and Facilities; Agriculture and Agribusiness Industry; North America
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      Krieger, Joshua Lev, William R. Kerr, and Christian Godwin. "AppHarvest: Rebuilding the Appalachian Economy Through Agriculture." Harvard Business School Case 822-067, November 2021. (Revised March 2022.)
      • November 2021
      • Case

      LKQ-Stahlgruber

      By: Guhan Subramanian and Caeden Brynie
      Through a combination of organic growth and acquisitions, LKQ Corp. became the leading aftermarket auto parts distributor in the U.S. by the early 2000s. Beginning in 2012, the company began similarly consolidating the European marketplace. However, by 2017, the...  View Details
      Keywords: Consolidation; Acquisition; Decision Making; Strategy; Opportunities; Europe; Germany
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      Subramanian, Guhan, and Caeden Brynie. "LKQ-Stahlgruber." Harvard Business School Case 922-028, November 2021.
      • September 2021
      • Case

      On the Bubble: Startup Bootstrapping

      By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb
      Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high...  View Details
      Keywords: Business Startups; Business Growth and Maturation; Business Model; Business Plan; Disruption; Transformation; Trends; Customer Focus and Relationships; Customer Relationship Management; Decision Making; Cost vs Benefits; Decisions; Entrepreneurship; Venture Capital; Equity; Executive Compensation; Recruitment; Selection and Staffing; Disruptive Innovation; Technological Innovation; Job Interviews; Growth and Development Strategy; Ownership Stake; Opportunities; Applications and Software; Technology Adoption; Technology Industry; Web Services Industry; New York (city, NY); California; France
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      Bussgang, Jeffrey J., Tom Quinn, and Annelena Lobb. "On the Bubble: Startup Bootstrapping." Harvard Business School Case 822-033, September 2021.
      • 2021
      • Chapter

      Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations

      By: Frank V. Cespedes
      Sales is a crucial test for organizational change, including productive use (or not) of new technologies. Changes in selling always have wider organizational implications, because so many other decisions and resource commitments in firms depend upon demand forecasts...  View Details
      Keywords: Sales; Salesforce Management; Organizational Change and Adaptation; Digital Transformation
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      Cespedes, Frank V. "Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations." In Managing Digital Transformation: Understanding the Strategic Process, edited by Andreas Hinterhuber, Tiziano Vescovi, and Francesca Checchinato. Routledge, 2021.
      • April 2021
      • Article

      The Effects of Quota Frequency: Sales Performance and Product Focus

      By: Doug J. Chung, Das Narayandas and Dongkyu Chang
      This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota...  View Details
      Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance
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      Chung, Doug J., Das Narayandas, and Dongkyu Chang. "The Effects of Quota Frequency: Sales Performance and Product Focus." Management Science 67, no. 4 (April 2021): 2151–2170.
      • March 2021 (Revised May 2021)
      • Case

      M-KOPA: Empowering Lives

      By: V. Kasturi Rangan, Wale Lawal and Pippa Tubman Armerding
      The Pay As You Go solar power company in East Africa had sales of $71 million in 2019. It wished to grow to $300 million by 2025. M-KOPA, founded by three entrepreneurs in 2011, had grown nicely in Kenya and Uganda to reach nearly 750,000 households with an...  View Details
      Keywords: Mobile Payment; Go-to-market Strategy; Business At The Base Of The Pyramid; Business Growth; Social Entrepreneurship; Renewable Energy; Business Model; Growth and Development Strategy; Expansion; Marketing Strategy; Developing Countries and Economies; Kenya; Uganda; Nigeria
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      Rangan, V. Kasturi, Wale Lawal, and Pippa Tubman Armerding. "M-KOPA: Empowering Lives." Harvard Business School Case 521-085, March 2021. (Revised May 2021.)
      • January 2021 (Revised March 2022)
      • Teaching Note

      Maritz Automotive

      By: Ashley V. Whillans and Lamar Pierce
      This case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the...  View Details
      Keywords: Loss-framing; Sales; Performance Improvement; Compensation and Benefits; Motivation and Incentives; Behavior; Theory; Auto Industry
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      Whillans, Ashley V., and Lamar Pierce. "Maritz Automotive." Harvard Business School Teaching Note 921-044, January 2021. (Revised March 2022.)
      • July 2020
      • Technical Note

      Digital Natives Growing Without a Sales Force

      By: Das Narayandas, Michael Norris and Amram Migdal
      This brief case describes the rise of so-called digital natives (also called born-in-digital) in the 2000s and 2010s that successfully grew without a sales force. The case highlights the emergence of business-to-business Internet and cloud-based companies and their...  View Details
      Keywords: Government Administration; Crisis Management; Health; Health Pandemics; Innovation and Invention; Innovation Leadership; Innovation Strategy; Technological Innovation; Social Issues; Information Technology; Mobile and Wireless Technology; Applications and Software; Technology Adoption; Information Technology Industry; Australia; North and Central America; United States; Illinois; Chicago; California; San Francisco
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      Narayandas, Das, Michael Norris, and Amram Migdal. "Digital Natives Growing Without a Sales Force." Harvard Business School Technical Note 521-019, July 2020.
      • May 2020
      • Teaching Note

      Chem-Ecol

      By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
      Dahra Allen acquired Chem-Ecol, a machine oil recycling business, for C$13.3 million in December of 2012. Allen decided to hire a sales director and the case discussion largely focuses on selecting the sales director from her short-list of five candidates. During the...  View Details
      Keywords: Salesforce Management; Selection and Staffing; Sales; Performance Improvement; Canada
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      Ruback, Richard S., Royce Yudkoff, and Ahron Rosenfeld. "Chem-Ecol." Harvard Business School Teaching Note 220-084, May 2020.
      • February 2020
      • Technical Note

      Talent Management and the Future of Work

      By: William R. Kerr and Gorick Ng
      The nature of work is changing—and it is changing rapidly. Few days go by without industry giants such as Amazon and AT&T announcing plans to invest billions of dollars towards retraining nearly half of their respective workforces for jobs of the future. What changes...  View Details
      Keywords: Human Resource Management; Human Capital Development; Human Resource Practices; Talent; Talent Acquisition; Talent Development; Talent Development And Retention; Talent Management; Talent Retention; Labor Flows; Labor Management; Labor Market; Strategy Development; Strategy Management; Strategy Execution; Strategy And Execution; Strategic Change; Transformations; Organization; Organization Alignment; Organization Design; Organizational Adaptation; Organizational Effectiveness; Management Challenges; Management Of Business And Political Risk; Change Leadership; Future Of Work; Future; Skills Gap; Skills Development; Skills; Offshoring And Outsourcing; Investment; Capital Allocation; Work; Work Culture; Work Force Management; Work/life Balance; Work/family Balance; Work-family Boundary Management; Workers; Worker Productivity; Worker Performance; Work Engagement; Work Environment; Work Environments; Productivity; Organization Culture; Soft Skills; Technology Management; Technological Change; Technological Change: Choices And Consequences; Technology Diffusion; Disruptive Technology; Global Business; Global; Workplace; Workplace Context; Workplace Culture; Workplace Wellness; Collaboration; Competencies; Productivity Gains; Digital; Digital Transition; Competitive Dynamics; Competitiveness; Competitive Strategy; Data Analytics; Data; Data Management; Data Strategy; Data Protection; Aging Society; Diversity; Diversity Management; Millennials; Communication Complexity; Communication Technologies; International Business; Work Sharing; Global Competitiveness; Global Corporate Cultures; Intellectual Property; Intellectual Property Management; Intellectual Property Protection; Intellectual Capital And Property Issues; Globalization Of Supply Chain; Inequality; Recruiting; Hiring; Hiring Of Employees; Training; Job Cuts And Outsourcing; Job Performance; Job Search; Job Design; Job Satisfaction; Jobs; Employee Engagement; Employee Attitude; Employee Benefits; Employee Compensation; Employee Fairness; Employee Relationship Management; Employee Retention; Employee Selection; Employee Motivation; Employee Feedback; Employee Coordination; Employee Performance Management; Employee Socialization; Process Improvement; Application Performance Management; Stigma; Institutional Change; Candidates; Digital Enterprise; Cultural Adaptation; Cultural Change; Cultural Diversity; Cultural Context; Cultural Strategies; Cultural Psychology; Cultural Reform; Performance; Performance Effectiveness; Performance Management; Performance Evaluation; Performance Appraisal; Performance Feedback; Performance Measurement; Performance Metrics; Performance Measures; Performance Efficiency; Efficiency; Performance Analysis; Performance Appraisals; Performance Improvement; Automation; Artificial Intelligence; Technology Companies; Managerial Processes; Skilled Migration; Assessment; Human Resources; Management; Human Capital; Talent and Talent Management; Retention; Demographics; Labor; Strategy; Change; Change Management; Transformation; Organizational Change and Adaptation; Organizational Culture; Working Conditions; Information Technology; Technology Adoption; Disruption; Economy; Competition; Globalization; AI and Machine Learning; Digital Transformation
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      Kerr, William R., and Gorick Ng. "Talent Management and the Future of Work." Harvard Business School Technical Note 820-084, February 2020.
      • November 2019 (Revised April 2020)
      • Case

      Purple Innovation, Inc.: The Online to Offline Marketing Challenge

      By: Elie Ofek and Nakisha Williams
      This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its...  View Details
      Keywords: Offline Sales; Marketing Strategy; Digital Marketing; Growth and Development Strategy; Consumer Products Industry; Retail Industry
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      Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)
      • Article

      Sales Methodologies and Selling

      By: Frank V. Cespedes
      Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,...  View Details
      Keywords: Methodology; Sales; Analysis
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      Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.
      • October 2019
      • Teaching Note

      Google: To TVC or Not to TVC?

      By: William R. Kerr and Carl Kreitzberg
      A Teaching Note for the "Google: To TVC or Not to TVC?" case study (HBS#820-048). The case discusses recent controversies regarding how Google manages temporary help agency workers, workers supplied by vendors, and independent contractors ("TVCs"). Such TVCs reportedly...  View Details
      Keywords: Workforce; Independent Contractors; Talent Management; Silicon Valley; Google; Employee Attitude; Employee Compensation; Employee Engagement; Future Of Work; Innovation; Innovation And Strategy; Inequality; Talent Acquisition; Labor; Talent and Talent Management; Strategy; Technological Innovation; Employees; Attitudes; Innovation and Management; Human Resources; Information Technology Industry; United States; San Francisco
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      Kerr, William R., and Carl Kreitzberg. "Google: To TVC or Not to TVC?" Harvard Business School Teaching Note 820-049, October 2019.
      • June 2019 (Revised September 2019)
      • Case

      Parrot: Navigating the Nascent Drone Industry

      By: Rory M. McDonald, Emilie Billaud and Vincent Dessain
      In 2018, Henri Seydoux, CEO and Founder of Parrot, believed that his company was at an inflection point in its history. Parrot had been a European leader in consumer electronics since the 1990s, first developing Bluetooth kits for cars before moving on to electronic...  View Details
      Keywords: Forecasting and Prediction; Disruption; Entrepreneurship; Corporate Strategy; Technological Innovation; Leading Change; Competitive Advantage; Information Technology; Competitive Strategy; Consumer Products Industry; Electronics Industry; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Technology Industry; Video Game Industry; Europe; France; Paris
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      McDonald, Rory M., Emilie Billaud, and Vincent Dessain. "Parrot: Navigating the Nascent Drone Industry." Harvard Business School Case 619-085, June 2019. (Revised September 2019.)
      • April 2019 (Revised January 2022)
      • Case

      Clear Link Technologies, LLC: Driving Sales with Peer Effects

      By: Christopher Stanton, Richard Saouma and Olivia Hull
      The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its...  View Details
      Keywords: Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States
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      Stanton, Christopher, Richard Saouma, and Olivia Hull. "Clear Link Technologies, LLC: Driving Sales with Peer Effects." Harvard Business School Case 819-072, April 2019. (Revised January 2022.)
      • April 2019
      • Teaching Note

      The a2 Milk Company

      By: Benjamin C. Esty and Daniel Fisher
      The a2 Milk Company (a2MC) became the most valuable company listed on the New Zealand stock exchange in 2018 by capitalizing on a biochemical discovery related to the protein composition of cow's milk. Because many people find the A1 protein difficult to digest, and...  View Details
      Keywords: Judo Economics; Market Entry; Innovation; Barriers To Response; Industry Attractiveness; Advantage Horizon; Sustainability; First-mover Advantage; Scope; Strategy Execution; Strategic Evolution; Biochemistry; Genetics; Branding; Commodity; Milk; Dairy; Infant Formula; Farming; Porter's Five Forces; Market Entry and Exit; Disruption; Innovation and Invention; Competitive Advantage; Corporate Strategy; Value Creation; Competition; Brands and Branding; Five Forces Framework; Consumer Products Industry; New Zealand; Australia; China
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      Esty, Benjamin C., and Daniel Fisher. "The a2 Milk Company." Harvard Business School Teaching Note 719-428, April 2019.
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