Sales team management

Buyers expect the same level of service and flexibility as when they shop in their personal lives.

Researchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that...

Most CEOs who specialize in turning around struggling companies focus on costs. But for Fred Hassan, chairman and CEO of Schering-Plough, the primary...

This technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results.

It's often the underlying cause of underperformance.

Use technology, data, and analytics to do it right.

Based on a new study of B2B buyers.

Here’s how to get started.

Five common mistakes to avoid.

When I came to HubSpot five years ago, I had never run a sales team, so I didn't know the conventional techniques that sales managers use. Instead, I...

Sales 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...

Before 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.

A quick retrospective can not only help sales, but also marketing, product, and finance teams.

According to a recent survey, top executives are consistently underwhelmed by their companies' sales forces. What can executives do to improve their sales...

How the eight sales types perform, and how managers can get the most out of each.

When you need a human to close the deal — and when you don’t.

Only three are effective.

Sales force automation (SFA) applications have great potential to enhance companies' sales processes. Yet, many reps strongly resist SFA implementation....

When is a buyer not really a buyer? How can the best product at the lowest price turn off buyers? Are there anonymous leaders who make the actual buying...

Too many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others.

This case series describes a company grappling with organizational change through information technology. National Mutual Life Association vies for Australian...

Miles Everson, a partner at PricewaterhouseCoopers (PwC), is the Global Engagement Partner (GEP) for a large U.S. financial institution and about to take...

HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software...

Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's...

Organized Steel retailing was not a very popular concept among steel manufacturers in India. There were very few initiatives undertaken by the Indian...

Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation,...

Evergreen Investments has had a troubled history with its customer relationship management (CRM) system. Sales agents feel that they derive no value from...

Promontory, Inc. is a small, privately-owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago...

Introduces Video 1.

Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in...

Supplement to case 817018.

Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether...

Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement...

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...

The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered...

This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that...

The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast...

The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real...

Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception,...

Voith Paper, one of the two big international suppliers of premium, technically complex machines for paper production, has to improve its profitability....

Getting sales right nowadays requires a balance of science, creativity, efficiency, and empathy. This issue of Harvard Business Review OnPoint will help...

This case series describes a company grappling with organizational change through information technology. National Mutual Life Association vies for Australian...

Buyers expect the same level of service and flexibility as when they shop in their personal lives.

Miles Everson, a partner at PricewaterhouseCoopers (PwC), is the Global Engagement Partner (GEP) for a large U.S. financial institution and about to take...

HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software...

Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's...

Organized Steel retailing was not a very popular concept among steel manufacturers in India. There were very few initiatives undertaken by the Indian...

Researchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that...

Most CEOs who specialize in turning around struggling companies focus on costs. But for Fred Hassan, chairman and CEO of Schering-Plough, the primary...