ABSTRACT
Marketing staff would work with Don Howard and Annette Howard to develop a new sales incentive model that would fit the new sales force structure. The marketing executive was a bit taken aback when Annette cited the very issue that had been plaguing them. Their salespeople had been running from presentation to presentation, dazzling the engineers who were the potential users of the software with the technical wows that had been built in. But they did not seem motivated to do the missionary work, which involved regular visits to see how much and how the customer was using the software and to show them how to use it for different applications. He knew enough about motivation theory to know that graduates can influence behavior, especially that of salespeople, by how they measure and reward performance. So, he had evaluated the commission earned when a new license was purchased and the customer went live and found it to be substantial.
