Outcome Based Rewards

Outcome control

• Salespeople are held accountable for their results but not their behaviors
• Low control of behaviors by firm
• extreme is manufacturers’ reps: Jamestown
• Need objective measures of results

Outcome Measures

• Orders
  • Number of orders
  • Average size of orders
  • Number of cancelled calls
• Accounts
  • Number of active accounts
  • Number of new accounts
  • Number of lost accounts
  • Number of overdue accounts
  • Number of prospective accounts