The Arck Systems series of instances describes the predicaments confronted by a senior sales manager in establishing a sales compensation plan with an enterprise applications firm. The existing compensation strategy is competitive and exceptionally rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended effects of the existing system. The instances illustrate the tradeoffs inherent in bonus strategies (even outside of sales environments) and presents a framework for the design and management of bonus systems. In addition, it is useful in addressing worker reply to bonus system change.
PUBLICATION DATE: March 23, 2011 PRODUCT #: 911057-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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