Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans — HBS Working Knowledge

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans — HBS Working Knowledge: "Key concepts include: * Bonuses do increase productivity. * Quarterly bonuses increase sales force productivity more than annual bonuses. * Sales people tend to give up when far away from reaching a quota, but they don't slow down once a quota is