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What Makes a Good Salesman (HBR Classic)
Sales & Marketing Magazine ArticleDespite millions of dollars spent on combating the high turnover rate among insurance agents, the rate--approximately 50% within the first year and 80%... -
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. -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
How to Scale Your Sales Team Quickly
Sales & Marketing Digital ArticleWithout losing your secret sauce. -
What Sales Teams Should Do to Prepare for the Next Recession
Strategy & Execution Digital ArticleThe question is when the next downturn will hit, not whether it will. -
Fostering an Ethical Culture on Your Sales Team
Sales & Marketing Digital ArticleReward the right behavior and promote the right people, for starters. -
4 Questions Sales Leaders Should Be Asking Right Now
Sales & Marketing Digital ArticleAs uncertainty persists, it's time to rethink the model. -
How to Reduce the Costs of Salesperson Turnover
Sales & Marketing Digital ArticleWhat to do if you lose one of your best reps. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales & Marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
What Drives Salespeople in Different U.S. Regions
Sales & Marketing VideoBased on a survey of 250 B2B salespeople. -
The End of Solution Sales
Sales & Marketing Magazine ArticleIn recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know... -
Can Your Sales Team Actually Achieve Their Stretch Goals?
Performance indicators Digital ArticleMake goals ambitious but realistic. -
Sparking Creativity at Ferrari
Organizational Development Magazine ArticleFerrari depends on a creative workforce to build its gorgeous cars. Companies can take a lesson from its unique approach to inspiring employees. -
A Radical Prescription for Sales
Sales & Marketing Magazine ArticleBest-selling author and behavioral science and business thinker Daniel Pink writes in this essay that as sales becomes less formulaic and more about creative... -
Sales Teams Need More (and Better) Coaching
Career coaching Digital ArticleHere’s how to get started. -
Is Your Sales Strategy Worth Scaling?
Sales & Marketing Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money - but sometimes it really can pay off. -
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... -
Why Women Are the Future of B2B Sales
Sales & Marketing Digital ArticleThe selling environment is shifting toward their strengths. -
How to Digitalize Your Sales Organization
Sales & Marketing Magazine ArticleCompanies can reap great benefits from digitalizing their sales organizations--that is, using technology, data, and analytics to improve the sales process.... -
Dismantling the Sales Machine
Sales & Marketing Magazine ArticleSales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified activities....
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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. -
Are Your Marketing and Sales Teams on the Same Page?
Sales and marketing Digital ArticleMisalignment is more common — and costly — than you might think.
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EMC2: Delivering Customer Centricity
Sales & Marketing Case Study6.95View 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... -
Oversight Systems
Sales & Marketing Case Study14.00View Details The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that... -
Evergreen Investments: Mobile CRM (A)
Technology & Operations Case Study8.95View Details Evergreen Investments has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from... -
Andreas Keller in China
Strategy & Execution Case Study8.95View Details Good morning Mr. Teichner, After having arrived well in China on May 9 and some intense experiences, observations, and conversations, I see the urgent... -
Boise Automation Canada Ltd.: The Lost Order at Northern Paper (B)
Sales & Marketing Case Study5.00View Details A senior account manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost the $1.2 million opportunity with Northern... -
FormPrint Ortho500
Sales & Marketing Case Study8.95View Details The Senior Vice President of FormPrint's Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing... -
NTL Lemnis: Exploring the B2C Market
Sales & Marketing Case Study8.95View Details NTL Lemnis, a joint venture between NTL Electronics of India and Lemnis Lighting of the Netherlands, has ambitious sales targets and is considering entry... -
Marketing Reading: Sales Force Design and Management
Sales & Marketing Tool15.90View Details This Core Curriculum Reading introduces (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force... -
Maureen Frye at Quaker Steel and Alloy Corp.
Leadership & Managing People Case Study8.95View Details Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce.... -
Sales Management That Works: How to Sell in a World that Never Stops Changing
Sales & Marketing Book32.00View Details In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that... -
VTS
Sales & Marketing Case Study8.95View Details The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real... -
Introduction to Incentive-based Sales Compensation Systems
Sales & Marketing Case Study8.95View Details This background note explains the structure of incentive-based sales compensation systems. -
Terumo (A)
Sales & Marketing Case Study8.95View Details Terumo faces two challenges: how to sell its catheter products in the U.S. and its new "Solution Pack" in its domestic market, Japan. The case provides... -
HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners)
Sales & Marketing Book24.95View Details Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing... -
Hausser Food Products Company
Leadership & Managing People Case Study8.95View Details Brenda Cooper, a new regional sales manager for Hausser Food Products, is stumped after a year on the job. In charge of selling infant foods to customers... -
Evergreen Investments: Mobile CRM (B)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
Wendy Peterson, Spanish Version
Organizational Development Case Study8.95View Details Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company.... -
Sales Misconduct at Wells Fargo Community Bank, Spanish Version
Leadership & Managing People Case Study8.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Profiling at National Mutual (B)
Technology & Operations Case Study5.00View Details Relates the expert system's pilot phase of implementation. -
Cyberdyne: A Leap to the Future
Sales & Marketing Case Study8.95View Details Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for...
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What Makes a Good Salesman (HBR Classic)
Sales & Marketing Magazine ArticleDespite millions of dollars spent on combating the high turnover rate among insurance agents, the rate--approximately 50% within the first year and 80%... -
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. -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study6.95View 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... -
Oversight Systems
Sales & Marketing Case Study14.00View Details The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that... -
Hausser Food Products Company, Teaching Note, French Version
Leadership & Managing People Digital ArticleTeaching note for CU01. -
Cyberdyne: A Leap to the Future, Teaching Note
Sales & Marketing Digital ArticleTeaching note for case 516072. -
Baria Planning Solutions, Inc.: Fixing the Sales Process, Teaching Note
Technology & Operations Digital ArticleTeaching Note for 4568. -
Evergreen Investments: Mobile CRM (A)
Technology & Operations Case Study8.95View Details Evergreen Investments has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from... -
How to Scale Your Sales Team Quickly
Sales & Marketing Digital ArticleWithout losing your secret sauce.