- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
Sales reps feed on two forms of compensation: salary, and a bonus tied to achieving a periodic quota. Would a more frequent quota incentivize better numbers? Doug Chung and Das Narayandas offer some answers. Open for comment; Comment(s) posted.
- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
This study of different sales quotas and their effect on sales performance at a major retail chain in Sweden finds that changing from a monthly to a daily quota plan increases performance mainly for low-performing salespeople.
- 17 Jan 2017
- First Look
First Look at New Research: January 17
Should sales people be rewarded daily? ... How do firms survive long term in emerging markets? ... Entrepreneurs try to improve the mattress-buying experience.
- 03 Oct 2016
- Working Paper Summaries
Executive Development Programs Enter the Digital Vortex: I. Disrupting the Demand Landscape
The informational and computational “tectonic shifts” of the past decade—enabling sharing, transacting, collaborating, and learning online—have created new challenges for executive development programs, in part by making visible to both buyers and sellers the specific objectives of participants and their organizations. Drawing on interviews with sponsoring organizations and participants in executive education at Harvard Business School, this study examines what learners and organizations want from executive development and maps the sources of value and drivers of demand for executive development.
- 03 Oct 2016
- Working Paper Summaries
The Skills Gap and the Near-Far Problem in Executive Education and Leadership Development
An increasingly obvious and costly gap has emerged between the skills that executives need in order to cope with the volatile, uncertain, ambiguous, and complex business landscape and the skills being imparted by executive development programs. Providers of these programs need to focus on cultivating skills least susceptible to digital distributed delivery in ways that will make them most relevant to the greatest number of contexts. In addition, skills that are difficult to articulate and translate into formulas will benefit from focused, heavily social learning environments supported by constant reinforcement from savvy facilitators and motivated peers.
- 03 Dec 2015
- Cold Call Podcast
Planning Change: Lessons from the World of Retail
Ron Johnson’s career path has featured stops at some of the world’s largest and most innovative retailers, including Target, Apple, and J.C. Penney. At each stop, Johnson learned invaluable lessons like how to build on success, how to keep growing as an individual, and how to embrace missteps. Professor Das Narayandas examines Johnson’s career trajectory and discusses the importance of personal accountability and creative planning in the rapidly-changing world of retail. Open for comment; Comment(s) posted.
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Doug Chung and Das Narayandas study several compensation schemes to see which work best. Open for comment; 11 Comment(s) posted.
- 21 May 2015
- Working Paper Summaries
Incentives versus Reciprocity: Insights from a Field Experiment
Sales force compensation is a key instrument available to firms for motivating and enhancing sales performance. What are the most effective forms of compensation? In a field experiment involving four regional sales forces of a prominent firm in India, the authors examined the impact of conditional and unconditional bonus schemes. Findings from this study provide guidance to firms on how to use conditional and unconditional compensation to enhance sales rep productivity and better manage the achievement of sales forecasts. Closed for comment; 0 Comment(s) posted.
- 18 Dec 2006
- Executive Education
Grooming Next-Generation Leaders
Organizations succeed by identifying, developing, and retaining talented leaders. Professors W. Earl Sasser and Das Narayandas, who teach leadership development in one of Harvard Business School's Executive Education programs, discuss the fine points of leadership development. Key concepts include: Talent provides organizations a key competitive advantage, but there must be managers and a process in place to identify and nurture next-generation leaders. Large and small companies may have a leg up in leadership development. Medium-sized organizations have the most difficulty with talent identification because these companies often lack the infrastructure and human resources capabilities. What separates true leaders from the merely capable is flexibility in leadership styles in order to meet challenges of the global economy, rapid commoditization, and hyper-competitive environments. Closed for comment; 0 Comment(s) posted.
- 15 Aug 2005
- HBS Case
Classic Cases Live On at HBS
Harvard Business School is famous for its case method of classroom teaching. Here is a look at some of the classic cases that have been taught to business leaders worldwide—and are still in use today. Closed for comment; 0 Comment(s) posted.
- 23 Jun 2003
- Research & Ideas
Building a Better Buyer-Seller Relationship
How do you turn short-term transactions into long-term relationships? Harvard Business School professor Narakesari Narayandas finds answers in mature industrial markets. Closed for comment; 0 Comment(s) posted.
- 04 Mar 2002
- Research & Ideas
Don’t Lose Money With Customers
Executives talk a good game about managing customer relationships. But then why do many companies persist in money-losing arrangements? Time to become proactive, says Harvard Business School professor Narakesari Narayandas. Closed for comment; 0 Comment(s) posted.
- 13 Aug 2001
- Lessons from the Classroom
Parents’ Guide to Harvard Business School
Video Presentation: Want a glimpse into the HBS classroom experience? Das Narayandas, associate professor of marketing, introduces the school's teaching methods to students' parents—and provides his own thoughts on business education. Closed for comment; 0 Comment(s) posted.
Executive Education in the Digital Vortex: The Disruption of the Supply Landscape
The competitive landscape of executive education is feeling a tectonic shift even as demand grows for managerial skills. This study maps and analyzes the major providers of executive education programs, including business schools, consultancies, and corporate universities, to better understand and explain the industry’s present and future dynamics.