Roush Performance: How to Design a Sales Force Compensation Plan
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- Synopsis
- Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket performance products. Since its inception, Roush Performance had concentrated effort on building its engineering technology competency and diversifying its product portfolio to grow sales. Many of its engineers were proud to be on the forefront of technological innovations with the company. In contrast, Roush's marketing and sales divisions had a somewhat passive role. The sales culture was thought to be stagnant, and sales compensation, one of the key elements in motivating salespeople, had remained unchanged over the past 25 years. Thus, the CEO had instructed the newly appointed VP of marketing to come up with a new sales force compensation scheme to provide salespeople with adequate incentives to increase sales performance. The VP of marketing proposed several alternative schemes, including changes to fixed salaries, commissions, and quota-bonuses. The case provides detailed contents to discuss the effects of various components of compensation on different types of salespeople.
- Copyright:
- 2019
Book Details
- Book Quality:
- Publisher Quality
- Publisher:
- Harvard Business Publishing
- Date of Addition:
- 03/14/20
- Copyrighted By:
- HBS
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Business and Finance
- Submitted By:
- Bookshare Staff
- Usage Restrictions:
- This is a copyrighted book.