Case Study: How a Company Hurt its Business with a Change in the Comp Plan
SBI Growth
JULY 18, 2013
In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. And Advantage leisure director Julia Lo-Bue Said accused the cruise lines'' new head of sales Chris Truscott of failing to understand his market. So he cut the commission rate in half.
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