The MoneyBall approach

The MoneyBall approach
Indiana University's Kelley School of Business

Indiana University's Kelley School of Business

Over the last two years, Indiana University’s Kelley School of Business conducted an intensive research study with sales leaders who represented organizations all over the country.

A team of PhDs conducted 100 hours of interviews with sales leaders, sales managers and sales professionals to better understand the sales talent development landscape.

Learn more about Kelley's research and the birth of MoneyBall

Learn more about Kelley's research
and the birth of MoneyBall

MoneyBall Coaching & Development Team

  • John F Cady PhD
    • Kelley School of Business
    • Executive Director of Kelley Executive Partners
  • Sarah Smith-Robbins PhD
    • Kelley School of Business
    • Senior Director of Emerging Technologies at Kelley Executive Partners
  • Anne Massey PhD
    • Kelley School of Business
    • Chairperson of Doctoral Programs
  • Rockney Walters PhD
    • Kelley School of Business
    • Consulting and Executive Education:
    • IBM, Ingersoll Rand, 3M, Microsoft, McCain Foods, Eli Lilly, Ashland Chemical, Manitowoc, Dow Chemical among others.
  • Rosann Spiro PhD
    • Kelley School of Business
    • Executive Director of the Center for Global Sales Leadership
Cangrade

Scientists from Cangrade LLC

Cangrade and their team of scientists, who teach and conduct research at top institutions like Harvard University, have spent years researching millions of data points from over 200,000 employees.

The Cangrade team analyze employee answers to the assessment to produce advanced benchmarking reports designed to help leaders gain and act upon deeper knowledge of their sales teams and the factors driving their success.

MoneyBall Benchmarking & Analysis Team

  • Greg Willard PhD
    • Harvard University – Expert in Psychometrics, Psychophysiology
  • Nicholas P. Aramovich PhD
    • Harvard University – Industrial/Organizational Psychologist
  • Steven Lehr MBA
    • UNLV / Harvard University – Expert in Psychometrics, Social Psychology, Industrial Psychology
  • Jeni Kubota PhD
    • NYU – Expert in Behavioral Economics, Neuroscience
  • Yang Wang
    • Rice University – Expert in Game theory, Econometrics, Marketing

Research conducted by Harris Interactive

Harris Interactive conducted a survey online of 1,201 sales leaders and managers between Nov. 20 and Dec. 12, 2012. Among the results:

  • 1 in 6 sales managers in firms with missed revenue goals in the last year cite a lack of sales training as a cause.
  • 25 percent of sales leaders offer formal training to staff every few months, while 17 percent offer it only once a year and 5 percent rarely offer it.
  • 64 percent of sales leaders say training at their firms is only somewhat effective.
  • 50 percent of sales leaders say candidates for entry-level sales jobs are only somewhat prepared or not prepared at all.