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      • Faculty Publications  (689)

      Sales Force Management Remove Sales Force Management →

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      Sales Force Management at Nobel Ilac
      The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
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      • March 2021
      • Case

      P.F. Chang's

      By: Ashish Nanda, Nitin Nohria and Margaret Cross
      Excited yet apprehensive after being named CEO of P.F. Chang’s beginning July 1st, 2020, Damola Adamolekun was well aware of the extraordinary challenges facing the firm. The closure of businesses deemed “nonessential” owing to the Covid-19 pandemic had devastated the...  View Details
      Keywords: Restaurants; Covid-19; Strategy; Scenario Planning; Scenarios
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      Nanda, Ashish, Nitin Nohria, and Margaret Cross. "P.F. Chang's." Harvard Business School Case 721-380, March 2021.
      • March 2021
      • Case

      Seeding and Selling Asana

      By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
      This case explores a radical new way of organizing a sales team to sell a SaaS product with tremendous organic growth. In 2019, Oliver Jay was head of global revenue and business development at Asana, a company whose namesake product was a work management software app...  View Details
      Keywords: Saas; Customer Journey; sales; Salesforce management; Technology; Software; Technology Industry; United States
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      Rayport, Jeffrey F., Susie Ma, and Amram Migdal. "Seeding and Selling Asana." Harvard Business School Case 821-054, March 2021.
      • 2021
      • Working Paper

      Working from Home during COVID-19: Evidence from Time-Use Studies

      By: Thomaz Teodorovicz, Raffaella Sadun, Andrew L. Kun and Orit Shaer
      We assess how the sudden and widespread shift to working from home during the pandemic impacted how knowledge workers allocate time throughout their working day. We analyzed the results from an online time-use survey that collected data on 1,192 knowledge workers in...  View Details
      Keywords: Time-use; Covid; Knowledge Workers; Working-from-home; Managers; Health Pandemics; Time management
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      Teodorovicz, Thomaz, Raffaella Sadun, Andrew L. Kun, and Orit Shaer. "Working from Home during COVID-19: Evidence from Time-Use Studies." Harvard Business School Working Paper, No. 21-094, March 2021.
      • March–April 2021
      • Article

      Selling After the Crisis

      By: Frank V. Cespedes
      Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer...  View Details
      Keywords: Sales Model; sales; management; Customer Relationship management; Health Pandemics
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      Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
      • February 2021
      • Case

      Threadless: The Renewal of an Online Community

      By: Shane Greenstein, Karim Lakhani and Christian Godwin
      Threadless, an online apparel company and artist community which Jake Nickell founded in 2000, continued to maintain its status as a top company in the online apparel industry during its second decade. From 2010 to 2020, Threadless continued to operate its...  View Details
      Keywords: Business Model; Decision Making; Entrepreneurship; Innovation And Invention; Leading Change; management; Marketing; Product Launch; Operations; Supply Chain; Distribution; Networks; sales; Strategy; Adaptation; Technology; Software; Technology Platform; Apparel And Accessories Industry; Technology Industry; North America
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      Greenstein, Shane, Karim Lakhani, and Christian Godwin. "Threadless: The Renewal of an Online Community." Harvard Business School Case 621-056, February 2021.
      • February 15, 2021
      • Article

      How Real Sales Learning Happens: In the Flow of Work

      By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
      Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the...  View Details
      Keywords: sales; Learning; Training; Performance
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      Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
      • 2020
      • Working Paper

      From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network

      By: Shelley Xin Li and Tatiana Sandino
      We examine the effects of a best practices initiative on an enterprise social network (ESN) with a natural field experiment in a large grocery store chain. Our results do not show an immediate improvement in sales, but do show 3.67-percent higher sales for the...  View Details
      Keywords: Retail; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Knowledge Sharing; Networks; management Systems; management Practices And Processes; Europe
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      Li, Shelley Xin, and Tatiana Sandino. "From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network." Harvard Business School Working Paper, No. 21-085, February 2021.
      • 2021
      • Book

      Sales Management That Works: How to Sell in a World That Never Stops Changing

      By: Frank V. Cespedes
      Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive...  View Details
      Keywords: sales; Strategy; Salesforce management; Change; Adaptation
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      Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
      • February 2021
      • Article

      How Transparency into Internal and External Responsibility Initiatives Influences Consumer Choice

      By: Ryan W. Buell and Basak Kalkanci
      Amid growing calls for transparency and social and environmental responsibility, companies are employing different strategies to improve consumer perceptions of their brands. Some pursue internal initiatives that reduce their negative social or environmental impacts...  View Details
      Keywords: Sustainable Operations; Corporate Social Responsibility; Operational Transparency; Corporate Social Responsibility And Impact; Operations; Environmental Sustainability; Consumer Behavior; Perception
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      Buell, Ryan W., and Basak Kalkanci. "How Transparency into Internal and External Responsibility Initiatives Influences Consumer Choice." Management Science 67, no. 2 (February 2021): 932–950.
      • January 2021
      • Case

      Aster DM Healthcare: Budgeting for a Crisis

      By: V.G. Narayanan and Amy Klopfenstein
      In April 2020, Alisha Moopen, Deputy Managing Director of Aster DM Healthcare, a network of clinics, hospitals, and pharmacies in the Middle East and India, must create her company’s budget for the 2021 fiscal year in light of the onset of Covid-19. The pandemic had...  View Details
      Keywords: Decision Making; Decisions; Forecasting And Prediction; Judgments; Decision Choices And Conditions; Cost Vs Benefits; Budgets And Budgeting; Health Pandemics; Health Industry; Asia; India; United Arab Emirates; Dubai
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      Narayanan, V.G., and Amy Klopfenstein. "Aster DM Healthcare: Budgeting for a Crisis." Harvard Business School Case 121-001, January 2021.
      • January 2021
      • Supplement

      Aster DM Healthcare: Budget Exercise

      By: V.G. Narayanan and Amy Klopfenstein
      In April 2020, Alisha Moopen, Deputy Managing Director of Aster DM Healthcare, a network of clinics, hospitals, and pharmacies in the Middle East and India, must create her company’s budget for the 2021 fiscal year in light of the onset of Covid-19. The pandemic had...  View Details
      Keywords: Decision Making; Decisions; Forecasting And Prediction; Judgments; Decision Choices And Conditions; Cost Vs Benefits; Finance; Borrowing And Debt; Financial Institutions; Banks And Banking; Financial Condition; Financial Liquidity; Accounting; Budgets And Budgeting; management; Crisis management; Health Pandemics; Health Industry; Asia; India; United Arab Emirates; Dubai
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      Narayanan, V.G., and Amy Klopfenstein. "Aster DM Healthcare: Budget Exercise." Harvard Business School Spreadsheet Supplement 121-025, January 2021.
      • January 2021
      • Case

      Anodot: Autonomous Business Monitoring

      By: Antonio Moreno and Danielle Golan
      Autonomous business monitoring platform Anodot leveraged machine learning to providing real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product...  View Details
      Keywords: Technology Platform; Online Technology; Knowledge Sharing; Information management; sales; Value Creation; Product Positioning; Israel
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      Moreno, Antonio, and Danielle Golan. "Anodot: Autonomous Business Monitoring." Harvard Business School Case 621-084, January 2021.
      • January 2021 (Revised March 2021)
      • Case

      Arçelik: From a Dealer Network to an Omnichannel Experience

      By: Ayelet Israeli and Fares Khrais
      Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in...  View Details
      Keywords: Digital Transformation; Digital Marketing; Disruption; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2b; B2b2c; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change management; Partners And Partnerships; Consumer Behavior; sales; Online Technology; Marketing Strategy; Conflict And Resolution; Conflict management; Organizational Culture; Distribution Channels; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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      Israeli, Ayelet, and Fares Khrais. "Arçelik: From a Dealer Network to an Omnichannel Experience." Harvard Business School Case 521-067, January 2021. (Revised March 2021.)
      • January 2021
      • Article

      Sales Hiring Is Hard to Do (Don't Make It Harder)

      By: Frank V. Cespedes
      In the aggregate, hiring in sales is more expensive than many companies’ cap-ex decisions. But it rarely gets the same attention and companies fail to deal with challenges inherent in sales hiring. Unlike many other business functions, there is no easily identified...  View Details
      Keywords: Salesforce management; Selection And Staffing; Human Resources
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      Cespedes, Frank V. "Sales Hiring Is Hard to Do (Don't Make It Harder)." Top Sales Magazine (January 2021), 38–39.
      • Article

      How Long Can a Company Thrive Doing Just One Thing?

      By: Andy Wu and Scott Duke Kominers
      The news that the chat app Slack was being sold to veteran customer relationship management company Salesforce for $27.7 billion raised a lot of eyebrows. Why sell after a year of explosive growth? The deal, however, epitomizes a question facing so-called best-of-breed...  View Details
      Keywords: Best-of-breed Companies; Competitive Advantage; Competitive Strategy
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      Wu, Andy, and Scott Duke Kominers. "How Long Can a Company Thrive Doing Just One Thing?" Harvard Business Review Digital Articles (December 10, 2020).
      • Article

      Where Did the Commute Time Go?

      By: Andrew Kun, Raffaella Sadun, Orit Shaer and Thomaz Teodorovicz
      The COVID pandemic forced most workers to stop their daily commute to and from work. So what have they done with that “extra” time? It depends. Independent employees with no managerial responsibility have largely been able to spend more time on personal pursuits, but...  View Details
      Keywords: Telecommuting; Time management; Work-life Balance
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      Kun, Andrew, Raffaella Sadun, Orit Shaer, and Thomaz Teodorovicz. "Where Did the Commute Time Go?" Harvard Business Review Digital Articles (December 10, 2020).
      • December 2020
      • Article

      What Has Changed? The Impact of COVID Pandemic on the Technology and Innovation Management Research Agenda

      By: Gerard George, Karim R. Lakhani and Phanish Puranam
      Whereas the pandemic has tested the agility and resilience of organizations, it forces a deeper look at the assumptions underlying theoretical frameworks that guide managerial decisions and organizational practices. In this commentary, we explore the impact of the...  View Details
      Keywords: Covid-19; Health Pandemics; Technology; Innovation And management; Research
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      George, Gerard, Karim R. Lakhani, and Phanish Puranam. "What Has Changed? The Impact of COVID Pandemic on the Technology and Innovation Management Research Agenda." doi:10.1111/joms.12634. Journal of Management Studies 57, no. 8 (December 2020).
      • November 2020 (Revised March 2021)
      • Case

      Sercomm: Operating in China Amid COVID-19 and Beyond

      By: Prithwiraj Choudhury, Gary P. Pisano and Bonnie Yining Cao
      The COVID-19 pandemic had forced a production cut in the factory of Sercomm, one of the world’s major telecom equipment producers, in China. The case explores and highlights the challenges that Chief Executive Officer James Wang faced: How could Sercomm recover and...  View Details
      Keywords: Emerging Markets; Technology; Operations; management; Health Pandemics; Strategy; Telecommunications Industry; Manufacturing Industry; China
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      Choudhury, Prithwiraj, Gary P. Pisano, and Bonnie Yining Cao. "Sercomm: Operating in China Amid COVID-19 and Beyond." Harvard Business School Case 621-005, November 2020. (Revised March 2021.)
      • August 2020 (Revised September 2020)
      • Case

      Facelift at Olay (A)

      By: Sunil Gupta, Rajiv Lal and Olivia Hull
      By October 2017, Procter & Gamble’s skincare brand Olay has been struggling with declining sales for several years. The team has tried many remedies, but none has returned the brand to growth. As pressure grows from Olay’s competitors, including hundreds of new...  View Details
      Keywords: Advertising; Advertising Campaigns; Demographics; Age; Brands And Branding; Marketing Channels; Competitive Advantage; Competitive Strategy; Online Advertising; Transformation; Marketing Strategy; Social Marketing; Beauty And Cosmetics Industry; United States; Ohio
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      Gupta, Sunil, Rajiv Lal, and Olivia Hull. "Facelift at Olay (A)." Harvard Business School Case 521-011, August 2020. (Revised September 2020.)
      • August 2020
      • Article

      Workplace Knowledge Flows

      By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
      We conducted a field experiment in a sales firm to test whether improving knowledge flows between coworkers affects productivity. Our design allows us to compare different management practices and to isolate whether frictions to knowledge transmission primarily reside...  View Details
      Keywords: Knowledge Sharing; Interpersonal Communication; Employees; Performance Productivity; sales; Motivation And Incentives
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      Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Workplace Knowledge Flows." Quarterly Journal of Economics 135, no. 3 (August 2020): 1635–1680.
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      Sales Force Management at Nobel Ilac
      The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
      → Search All HBS Web
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