The dilemmas confronted by a senior sales manager in establishing a sales compensation plan at an enterprise applications business are described by the Arck Systems string of instances. The present compensation plan is aggressive and highly rewards "star" performers. The cases trail a series of changes the supervisor makes to the sales compensation strategy in response to negative and unintended 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 management of incentive systems. It also is useful in addressing worker response to incentive system change.
PUBLICATION DATE: March 23, 2011 PRODUCT #: 911059-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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