The predicaments faced by a senior sales manager in establishing a sales compensation plan with an enterprise applications corporation are depicted by the Arck Systems series of instances.
The present settlement strategy is competitive and greatly rewards "star" performer. The cases scenario tracks a sequence of alterations the supervisor makes to the sales compensation plan in response to negative and unintended results of the existing system.
The cases illustrates the tradeoffs inbuilt in inducement plans (even outside of sales environments) and present a structure for the design and direction of the bonus systems. Additionally, it is useful in addressing worker answer to bonus system change.
PUBLICATION DATE: March 23, 2011 PRODUCT #: 911060-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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