Improperly structured sales force incentives are a significant obstacle to coordination in the supply chain.

Question

Quizplus · Accepted Answer

Improper incentives for the sales force can lead to a myopic focus on short-term goals such as individual sales targets, which can negatively affect the overall performance of the supply chain. Properly structured incentives, on the other hand, can align the goals of the sales force with those of the larger supply chain network, leading to better coordination and overall performance.

Improperly Structured Sales Force Incentives Are a Significant Obstacle to Coordination