Problem
You are the sales director of a company that employs selling teams to sell expensive communications equipment in remote locations. Each team includes a lead generator and qualifier whose responsibility is to find sales leads and qualify them, a customer relationship management person whose main responsibility is to co-ordinate all face-to-face interactions and presentations with the customer, a technical support person whose responsibility is to assess customer needs and ensure that the proper system is selected and installed, and a customer service representative who is an inside sales contact person who ensures the customer gets good service after the sale is made. Commission on sales are 20 percent and are being divided equally to each team member.
Need help in knowing what method and/or criteria could be considered for dividing the commission equitably among the four-member teams? Detail any assumptions being made throughout the case.
Develop detailed plans of at least two different methodologies to divide the commission equitably. Explain the strengths and weaknesses of the alternatives you have identified, including ways in which members may become motivated and/or de-motivated?