The Arck Systems series of cases describes the predicaments faced by a senior sales manager in establishing a sales compensation plan at an enterprise software firm. The existing settlement plan is competitive and highly rewards "star" performers.
The cases monitor a succession of changes the manager makes to the sales compensation strategy in response to unintended and negative effects of the present system.
The instances illustrate the tradeoffs inherent in bonus strategies (even outside sales surroundings) and presents a framework for the design and management of incentive systems. It also is useful in addressing employee reply to bonus system change.
PUBLICATION DATE: March 23, 2011 PRODUCT #: 911056-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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