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  • February 2008 (Revised August 2011)
  • Case
  • HBS Case Collection

Olympia Machine Company, Inc.

By: Frank V. Cespedes and Benson P. Shapiro
  • Format:Print
  • | Pages:12 
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Abstract

The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications for business strategy, organization, control systems, and sales management requirements. As a result, the case raises issues and analytics relevant to topics such as aligning strategy and organization, strategy implementation, and cross-functional incentive systems as well as sales management.

Keywords

Governance Controls; Compensation And Benefits; Mission And Purpose; Salesforce Management; Motivation And Incentives; Business Strategy; Industrial Products Industry

Citation

Cespedes, Frank V., and Benson P. Shapiro. "Olympia Machine Company, Inc." Harvard Business School Case 708-490, February 2008. (Revised August 2011.)
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About The Authors

Frank V. Cespedes

Entrepreneurial Management
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Benson P. Shapiro

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More from the Authors

    • January 2021
    • Top Sales Magazine

    Sales Hiring Is Hard To Do: (Don't Make It Harder)

    By: Frank V. Cespedes
    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
    • Faculty Research

    Shindigz

    By: Frank Cespedes
More from the Authors
  • Sales Hiring Is Hard To Do: (Don't Make It Harder) By: Frank V. Cespedes
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
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