Publications
Publications
- February 2008
- HBS Case Collection
EFI, Inc. (B)
By: David B. Godes and Lauren Barley
Abstract
This is a follow-on case to EFI, Inc. (A). It reports on Dean Mills' decision to implement a new compensation approach that pays 25% of salespeople's bonus, based on their individual sales of software add-on products. He also recommends making public each salesperson's performance against their goal in a report that ranked salespeople from top to bottom each period. Students are asked to react to this new plan.
Keywords
Motivation and Incentives; Salesforce Management; Compensation and Benefits; Information Technology Industry
Citation
Godes, David B., and Lauren Barley. "EFI, Inc. (B)." Harvard Business School Supplement 508-045, February 2008.