Aspen Stewart is one of five sales managers at a sports equipment company.She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas.Because of that,Aspen has studied psychology and motivation,and is always looking for better ways to motivate her team.
-Each year,Aspen and the other sales managers meet with the director of sales to reevaluate the compensation plan for sales representatives.Last year they decided that the compensation plan they'd had--commission with a draw provision--was tempting the sales representatives to compete too hard with each other and cross ethical lines.To maintain some healthy competition but encourage the sales representatives to act in the company spirit,the group decided to try compensating sales representatives by:

Question

Quizplus · Accepted Answer

Commission with a draw provision plus bonus is likely the best choice, as it still offers some level of commission-based incentives for performance, while also providing a safety net in case sales representatives have a slow period. Additionally, a bonus structure can help motivate top performers and encourage healthy competition within the team without incentivizing unethical behavior.

Aspen Stewart Is One of Five Sales Managers at a Sports