Offer Incentive Choice to Boost Sales

Published on October 30, 2017


Bauer faculty have contributed 45 percent of all Tier 1 published sales research in the last 10 years, and any company with a sales team will appreciate the relevance of a Bauer doctoral student’s recent findings on sales incentives.

Raghuram Bommaraju, a doctoral candidate in the Department of Marketing & Entrepreneurship, found that Fortune 500 companies that let their salespeople choose their own incentives from a small selection of options posted substantially better sales compared to those that use traditional sales quota systems. The study was one of the most extensive studies of sales force incentivizing ever done.

By Julie Bonnin