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Publications
  • May 2016 (Revised June 2017)
  • Case
  • HBS Case Collection

Sales Compensation Vignettes

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:10
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Abstract

This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a “smart” waste receptacle venture that is changing its business model. The case allows for the comparison and contrast of the roles of sales compensation in different ventures with different sales funnel activities. The case also allows for an overview of all the core components of sales compensation.

Keywords

Compensation; Sales; Strategy

Citation

Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Case 816-092, May 2016. (Revised June 2017.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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