fbpx More Frequent Sales Quotas Help Volume but Hurt Profits | Harvard Kennedy School

Additional Authors:

  • Das Narayandas

Excerpt

More Frequent Sales Quotas Help Volume but Hurt Profits. Das Narayandas, August 20, 2017, Opinion, "Firms often struggle with finding the best way to motivate their sales force. How much of a sales rep’s compensation should consist of a fixed salary and how much should be based on commission? What’s the effectiveness of bonuses and other incentives? In a recent study, we focused on sales quotas. More specifically, what should be the appropriate frequency of quotas—daily or monthly?" Link