Wilkerson Case Wilkerson has been compensating salespersons

Wilkerson Case

Wilkerson has been compensating salespersons with commissions on their gross sales columes (less returns). Parker wonders whether the company should change this incentive system. What is your advice on this matter?

Solution

My advice on the above matter is as below

• Understand and quantify the current sales commission model

• Identify problems with the current sales commission model

• Provide an alternative model