A series of cases Arck Systems describes the dilemma faced by a senior sales manager in defining sales compensation plan in the enterprise software company. Existing compensation plan is very aggressive and reward "star" performers. Cases track manager makes a number of changes in the sales compensation plan in response to the negative and unintended consequences of the current system. Cases illustrate the trade-off inherent incentive plans (even outside sales environment) and provides a framework for the development and management incentive systems. It is also useful in the struggle with the employee response to a stimulus to change the system. "Hide
by Ian I. Larkin Source: Harvard Business School 3 pages. Publication Date: March 23, 2011. Prod. #: 911060-PDF-ENG
