The Arck Systems chain of cases describes the predicaments confronted by a senior sales manager in determining a sales compensation plan at an enterprise software business. The existing settlement plan is competitive and highly rewards "star" performers. The cases track a succession of changes the manager makes to the sales compensation strategy in response to unintended and negative results of the present system. The instances illustrate the tradeoffs inherent in incentive strategies (even outside of sales environments) and presents a framework for the design and direction of incentive systems. Additionally, it is useful in addressing worker reply to incentive system change.
PUBLICATION DATE: March 23, 2011 PRODUCT #: 911058-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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