Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Teaching Note 520-030, September 2019. (Revised March 2020.) ...

For example, account executives who ... In my experience, a well-designed compensation plan can drive performance by motivating the Sales team and aligning their activities with the company ...

Chung, Doug J., Thomas Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Marketing Science 33, no. 2 (March–April ...