Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • March 2017
  • Teaching Note
  • HBS Case Collection

Sales Compensation Vignettes

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:13
ShareBar

Abstract

This Teaching Note supports the case study comprising two vignettes about startup companies considering whether and how to change their sales compensation plans. The case allows students to compare and contrast the objectives, structure, and process of sales incentives in different business models, and the Teaching Note also provides the materials for a brief lecture on designing a sales compensation plan. Teaching Note for HBS No. 816-092.

Keywords

Compensation; Sales; Strategy; Compensation and Benefits

Citation

Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Teaching Note 817-104, March 2017.
  • Purchase

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • February 15, 2022
    • Harvard Business Review Digital Articles

    How Managers Can Build a Culture of Experimentation

    By: Frank V. Cespedes and Neil Hoyne
    • December 16, 2021
    • Harvard Business Review Digital Articles

    Avoid a One-Size-Fits-All Approach to Sales Coaching

    By: Frank V. Cespedes
    • August 2021
    • Top Sales Magazine

    Improving Sales Hiring

    By: Frank V. Cespedes
More from the Author
  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Improving Sales Hiring By: Frank V. Cespedes
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College