Sales team management

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

A common problem within sales.

A playbook to help sales reps nudge customers off the fence.

When you need a human to close the deal - and when you don't.

Today, the best players are team players.

Allow reps to adjust their behavior on the fly.

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

Always be data-driven.

If your customers are hearing different things from each team, they’ll get confused.

Historically, creating relevant messaging required a lot of leg work and research. New tools make it much easier.

Never upsell an unhappy customer.

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 relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. Five years later, my […]

New research identifies their traits and behaviors.

A 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...

It’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance.

Free your customer-facing staff to do their work.

Misalignment is more common — and costly — than you might think.

It’s not enough to know who your stars are. You need to make sure they don’t leave.

If your salespeople aren't sure who their boss is--the district manager? the regional manager? the customer?--it could be a sign that your company's sales...

Two ways to show them just how much they matter.

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 Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise 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...

Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals...

The founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson....

This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management...

Supplements the (A) case.

This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size...

Good morning Mr. Teichner, After having arrived well in China on May 9 and some intense experiences, observations, and conversations, I see the urgent...

CEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales...

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...

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....

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

Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for...

Your sales force isn't just a group of people. It's an engine that can propel your organization toward better results, bigger profits and greater success....

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 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...

This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement...

Handout for Case UV8375

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...

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

The recent economic crisis and the collapse of many financial institutions stand as living proof of the dangers of overly ambitious targets coupled with...

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

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...

A common problem within sales.

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...

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

A playbook to help sales reps nudge customers off the fence.

When you need a human to close the deal - and when you don't.

Today, the best players are team players.