Publications
Publications
- January 2017 (Revised April 2018)
- HBS Case Collection
Introduction to Incentive-based Sales Compensation Systems
By: Willy Shih
Abstract
This background note explains the structure of incentive-based sales compensation systems.
Keywords
Sales Compensation; Sales Force Compensation; Sales Force Management; Sales; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Industrial Products Industry; Consumer Products Industry; Retail Industry; United States
Citation
Shih, Willy. "Introduction to Incentive-based Sales Compensation Systems." Harvard Business School Background Note 617-037, January 2017. (Revised April 2018.)