Is Entrepreneurship a skill to be trained, a natural ability, or both? Understanding the source of supply and/or the quantity supplied of entrepreneurs is crucial to encouraging new business creation.
Companies literally spend billions training sales people and yet continue to have problems transforming sales teams. This paper describes the results of a pilot survey conducted with sales teams in the Americas and Asia.
Firms struggle with transforming sales teams and sometimes resort to replacing sales people to accomplish business objectives. Sustainability theory provides a framework for analyzing the effects of replacing salespeople for all stakeholders. By applying sustainability theory to sales transformation, managers can improve understanding of externalities and thus the total cost of the hiring cycle.
Chris Kay, Humana’s Chief Innovation Officer, shared insights into the innovation decision-making process. Kay discussed specific strategies employed by Humana to bring consumer insights to action and he shared examples of the development of innovation ideas.
An autobiographical example case study describing the path of the first candidate to complete his dissertation defense at the Muma College of Business’ DBA program.
