Product details

The Templafy case focuses on performance measurement and incentive issues related to sales pipeline performance management in a high-tech, growth-company setting (see also Cespedes and Marsh, 2017). Set against the most recent design of Templafy's performance management system for its sales pipeline, the case demonstrates the critical roles played by decisions on performance measures, performance targets, and compensation profiles in aligning sales employees' behavior with the company's overall goals. It provides an opportunity to discuss a broad range of performance management aspects, such as the completeness and controllability of performance measures and targets, the risk of gaming performance metrics, and various motivational issues related to performance rewards. The case targets classes in performance management, management control, and management accounting. It provides instructors with the opportunity to discuss a broad range of objectives and consequences of using performance measurements and incentives in sales.