The predicaments confronted by a senior sales manager in establishing a sales compensation plan at an enterprise applications company are described by the Arck Systems series of cases. The existing settlement strategy is competitive and exceptionally rewards "star" performers.
The cases trail a succession of changes that the manager makes to the sales compensation plan in response to negative and unplanned consequences of the existing system. The instances illustrate the tradeoffs inherent in incentive plans (even outside of sales environments) and presents a framework for the design and direction of bonus systems. In addition, it is useful in addressing worker reply to incentive system change.
PUBLICATION DATE: June 22, 2011 PRODUCT #: 911073-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
Related Case Solutions & Analyses:
Punch Up In the Potash Industry (A): Agrium Inc. – The Fertilizer Hits the Fan
Ramesh and Gargi (B)
Should Your Business Be Less Productive?
Suicides at France Telecom
Performance Evaluation and Potential Analysis: Two Sides of the Same Coin?
United Way
Tradition and Transformation at the Spanish Riding School of Vienna
Baggout: Growing a Social Curation Start-Up
Building a “Backdoor” to the iPhone: An Ethical Dilemma
SIN Capital and the Fullerton Health IPO
