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Compact case
Supplement
-
Reference no. 9-508-045
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 2 pages
Data source: Field research
Topics: Compensation; Employee compensation; Incentives; Information technology; Motivation; Sales compensation; Sales force management; Sales forces
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Abstract

This is a follow-on case to EFI, Inc (A). It reports on Dean Mills' decision to implement a new compensation approach that pays 25% of salespeople's bonus, based on their individual sales of software add-on products. He also recommends making public each salesperson's performance against their goal in a report that ranked salespeople from top to bottom each period. Students are asked to react to this new plan.
Size:
1,700 employees
Other setting(s):
2005
Teaching note
-
Reference no. 5-508-084
Subject category: Marketing
Authors: David B Godes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 4 April 2008
Length: 16 pages
Data source: Published sources
View full details
Case
-
Reference no. 9-508-044
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 21 pages
Data source: Field research
Topics: Employee compensation; Sales; Sales compensation; Sales force management; Sales forces; Sales strategy
View full details

About

Abstract

This is a follow-on case to EFI, Inc (A). It reports on Dean Mills' decision to implement a new compensation approach that pays 25% of salespeople's bonus, based on their individual sales of software add-on products. He also recommends making public each salesperson's performance against their goal in a report that ranked salespeople from top to bottom each period. Students are asked to react to this new plan.

Settings

Size:
1,700 employees
Other setting(s):
2005

Related

Teaching note
-
Reference no. 5-508-084
Subject category: Marketing
Authors: David B Godes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 4 April 2008
Length: 16 pages
Data source: Published sources
View full details
Case
-
Reference no. 9-508-044
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 21 pages
Data source: Field research
Topics: Employee compensation; Sales; Sales compensation; Sales force management; Sales forces; Sales strategy
View full details