The case concerns a bonus structure for the representative of the sales team. Talent Pharma, a company sale agreement for pharmaceutical companies across Canada, promised consumers that its representatives will drive sales at a lower price than what the customer would incur if it had its own sales. Historically, it had contracts with products that target physicians (such as drugs or medical devices), but the new contract in Ontario attended by over-the-counter (OTC) products. Talent Pharma currently have pay-for-performance bonus structures that have already been revised three times. However, because of the structure of different areas in Ontario, many members of the sales team thought that the bonus was unfair and very frustrating, and its pay-for-performance structure does not meet the needs of customers. "Hide
by Michael Taylor, Rocky Campana Source: Richard Ivey School of Business Foundation 9 pages. Publication Date: October 17, 2012. Prod. #: W12268-PDF-ENG
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