More from the Author

• Case | HBS Case Collection | December 2012 (Revised August 2020)

  Rodan + Fields Dermatologists

  Das Narayandas, Michael Roberts and Liz Kind

  The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to which existing consultants recruit new consultants. The company utilizes a range of periodic incentives for recruitment, but hopes to build a system of salesforce compensation and management that relies more on intrinsic rewards and less on these periodic incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) sales force.

  Keywords: marketing; Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Consumer Products Industry; Beauty and Cosmetics Industry; California;

  Citation:

  Narayandas, Das, Michael Roberts, and Liz Kind. "Rodan + Fields Dermatologists." Harvard Business School Case 513-067, December 2012. (Revised August 2020.)  View Details

  CiteView DetailsEducatorsPurchase

  Related

• Case | HBS Case Collection | August 2015 (Revised August 2017)

  Sam Martin & Cathy Slater

  Shikhar Ghosh, Michael J. Roberts and Christopher Payton

  Citation:

  Ghosh, Shikhar, Michael J. Roberts, and Christopher Payton. "Sam Martin & Cathy Slater." Harvard Business School Case 816-029, August 2015. (Revised August 2017.)  View Details

  CiteView DetailsEducatorsPurchase

  Related

• Case | HBS Case Collection | June 2013 (Revised August 2017)

  Coupa

  Michael Roberts and William Sahlman

  The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast to grow and how to finance that growth. The case includes a detailed financial model that will help students analyze the impact of hiring additional sales people and the consequent impact on sales and profits.

  Keywords: managing growth; growth management; entrepreneurship; sales force management; Growth Management; Entrepreneurship; Salesforce Management;

  Citation:

  Roberts, Michael, and William Sahlman. "Coupa." Harvard Business School Case 813-114, June 2013. (Revised August 2017.)  View Details

  CiteView DetailsEducatorsPurchase

  Related