Discussion Questions:
1. Although the objectives of the sales incentive program were achieved (raise $100 million in 90 days), can you see the potential for any unintended side effects from this program?
2. Should ABC Capital Management consider evaluating their sales incentive program for their investment advisor sales people? If so why?
3. Do you think that a goal free evaluation may be the proper mode of evaluation here or should ABC simply monitor this program for now?
1. Although the objectives of the sales incentive program were achieved (raise $100 million in 90 days), can you see the potential for any unintended side effects from this program?
2. Should ABC Capital Management consider evaluating their sales incentive program for their investment advisor sales people? If so why?
3. Do you think that a goal free evaluation may be the proper mode of evaluation here or should ABC simply monitor this program for now?