Decision Point: How Can You Best Address the Commission Plan Using Expectancy Theory?

You determine that members of the sales teams don$$t seem to care about the commission plan because commission rates are too low. Using expectancy theory, how would you address this perception?

Select an option from the choices below and click Submit.

You must determine whether commission rates in your existing plan are high enough to be attractive to sales personnel. If the rates aren$$t attractive, they won$$t meet the needs or goals of salespeople.

Compare commission rates in the existing plan with plans of similar retailers in Swazzi$$s target market. Make sure your commission plan is competitive.

Set specific, challenging commission goals for each sales employee. Give regular feedback about their performance relative to these commission goals.

Address the sales personnel in team meetings. Offer to review and improve the commission plan once the sales teams can show you they are capable of generating strong sales.