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Topic: Business
Number of pages / Number of words: 5 / 1349
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The plan was relatively simple. Each salesman agreed to a basic salary figure called “planned earnings” which varied according to experience, education, past performance, and competitive salaries. 75 percent of the planned earnings were paid on a guaranteed basis and the other 25 percent was at risk, dependent upon the person’s sales record...


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The bonus was awarded such that total salary equaled planned earnings when the quota was just met and was paid quarterly on the cumulative total quota. Because of this system, it was imperative that each salesman’s quota be fair in relation to the other salesmen.

Barr’s quota was $13.3 million which was a 14 percent increase over 1999...


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