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What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
6 Reasons Salespeople Win or Lose a Sale
Sales & Marketing Digital ArticleDecisions aren't always rational. -
Are Your Marketing and Sales Teams on the Same Page?
Sales & Marketing Digital ArticleMisalignment is more common - and costly - than you might think. -
Why Every Sales and Marketing Team Needs a "Boundary Spanner"
Sales & Marketing Digital ArticleThey understand both the commercial imperatives and the IT mindset. -
Making the Consensus Sale
Sales & Marketing Magazine ArticleSales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today... -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
Sales Bonuses Are Supposed to Motivate, So Don't Waste Them on Easy Targets
Sales & Marketing Digital ArticleAn analysis shows many salespeople have "hidden salary." -
Understanding What Your Sales Manager Is Up Against
Sales & Marketing Magazine ArticleEvery year, the research firm CSO Insights publishes the results of its Sales Performance Optimization survey, an online questionnaire given to more than... -
To Increase Sales, Get Customers to Commit a Little at a Time
Sales & Marketing Digital ArticleDon't wait until the end of the process. -
What Sets Top Sales Teams Apart
Sales & Marketing VideoFeaturing new research from Steve W. Martin of the University of California Marshall School of Business. -
Aligning Strategy and Sales
Sales & Marketing VideoFrank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell with your business goals. -
Using Sprints to Boost Your Sales Team's Performance
Sales & Marketing Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
Getting Beyond "Show Me the Money"
Sales & Marketing Magazine ArticleFor more than three decades, Andris Zoltners, now an emeritus professor at Northwestern, has been studying the best ways to organize and pay salespeople.... -
3 Ways to Motivate Your Sales Team — Without Stressing Them Out
Motivating people Digital ArticleDialing up the pressure to hit the numbers isn’t the answer. -
Salespeople, Stop Worrying About Being Liked
Sales & Marketing Digital ArticleBe an expert, not a friend. -
How to Reduce the Costs of Salesperson Turnover
Sales & Marketing Digital ArticleWhat to do if you lose one of your best reps. -
How AI Can Help Sales Teams Craft More Personalized Pitches
Technology & Operations Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
Teaching Sales
Sales & Marketing Magazine ArticleA well-staffed sales function is vital to business success, but most MBA programs fail to offer any sales-related courses at all. As selling becomes more... -
Don't Turn Your Sales Team Loose Without a Strategy
Sales & Marketing Digital ArticleGuidelines can protect long-term profits. -
How to Predict Turnover on Your Sales Team
Sales team management Magazine ArticleIt’s not enough to know who your stars are. You need to make sure they don’t leave.
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How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
How Middle Market Companies Can Avoid a Liquidity Crisis
Operations strategy Digital ArticleBy closing the loop between sales and operations, they can generate more cash and profits. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Using Sprints to Boost Your Sales Team’s Performance
Sales Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
How to Boost Your Sales Reps’ Performance
Sales Magazine ArticleThere’s a delicate balance between finding potential customers and signing them up. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture. -
A Digital Talent Hub Can Make Your Sales Team More Agile
Human resource management Digital ArticleConnecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance. -
Setting Your B2B Sales Strategy in a Downturn
Sales Digital ArticleShifting mindsets create new risks — and new opportunities. -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
How to Digitalize Your Sales Organization
Sales Magazine ArticleUse technology, data, and analytics to do it right. -
Stop Losing Sales to Customer Indecision
Behavioral science Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Is Your Sales Strategy Worth Scaling?
Sales team management Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off. -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t. -
Is Your Sales Team Struggling to Sell Solutions?
Sales and marketing Digital ArticleYour leadership team might be at the root of the problem. -
Avoid a One-Size-Fits-All Approach to Sales Coaching
Sales team management Digital ArticleHow to tailor your advice to your reps’ needs — and build a culture where they help each other.
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EFI, Inc. (C)
Sales & Marketing Case Study5.00View Details This is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance... -
Arck Systems (E)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Plastiq
Innovation & Entrepreneurship Case Study8.95View Details The young CEO of a venture-backed startup needs to figure out his go to market strategy and the right profile for his first key sales hires. Should he... -
DoubleDutch
Innovation & Entrepreneurship Case Study8.95View Details Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's... -
Amagansett Funds (A)
Technology & Operations Case Study8.95View Details Amagansett Funds has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from it... -
Verona Group
Organizational Development Case Study8.95View Details Are a salesperson's struggles her own fault or the result of a problematic job design? Anna George works as a salesperson at Verona Group, a company that... -
Leader as Coach: Restoring Employee Motivation and Performance (A)
Organizational Development Case Study8.95View Details Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp... -
Sales Force Management and Measurement
Sales & Marketing Case Study8.95View Details This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and... -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study8.95View Details This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management... -
Arck Systems
Leadership & Managing People Case Study8.95View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
Are We Sacrificing by Sacrificing?
Organizational Development Case Study8.95View Details The game of baseball offers a team's manager relatively few tactical decisions to affect their team's chances of winning on any given day. The manager... -
ZS Associates: Sales Force Sizing
Sales & Marketing Case Study8.95View Details This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size... -
I.M.A.G.E. International
Sales & Marketing Case Study8.95View Details Furthers understanding of, and familiarity with, nonfinancial incentives. Describes major elements that go into making a high-performance sales force;... -
Leader as Coach: Restoring Employee Motivation and Performance (B)
Organizational Development Case Study5.00View Details Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp... -
Cipla Limited: Taking Inhalation Therapy to the Masses
Strategy & Execution Case Study8.95View Details Cipla Limited was a pioneer in inhalation therapy in India, and was globally acclaimed for its range of inhalers for obstructive airway diseases such... -
Amagansett Funds (C)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
Arck Systems (D)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
JSW Shoppe - A Unique Distribution Model for Branded Steel
Sales & Marketing Case Study8.95View Details Organized Steel retailing was not a very popular concept among steel manufacturers in India. There were very few initiatives undertaken by the Indian... -
Sales Force Management at Nobel Ilac
Sales & Marketing Case Study8.95View Details Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide.... -
Battlefield Furniture Group, Inc.
Sales & Marketing Case Study8.95View Details This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement...
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What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
Spotlight on Sales
Sales & Marketing Audio20.18View Details David Champion, HBR senior editor, discusses the July-August 2006 issue of the magazine. -
6 Reasons Salespeople Win or Lose a Sale
Sales & Marketing Digital ArticleDecisions aren't always rational. -
EFI, Inc. (C)
Sales & Marketing Case Study5.00View Details This is a follow-on case to EFI, Inc. (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance... -
Arck Systems (E)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
DBK: The Power of Direct Sales, Teaching Note
Sales & Marketing Digital ArticleTeaching Note for 4284. -
Plastiq
Innovation & Entrepreneurship Case Study8.95View Details The young CEO of a venture-backed startup needs to figure out his go to market strategy and the right profile for his first key sales hires. Should he... -
Are Your Marketing and Sales Teams on the Same Page?
Sales & Marketing Digital ArticleMisalignment is more common - and costly - than you might think. -
Why Every Sales and Marketing Team Needs a "Boundary Spanner"
Sales & Marketing Digital ArticleThey understand both the commercial imperatives and the IT mindset. -
DoubleDutch
Innovation & Entrepreneurship Case Study8.95View Details Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's...