Initial Post Guidelines

Assume you are the HR director for the organization described in this unit’s vignette.

• Should you work with the analyst in the sales office to improve the sales compensation program or simply take all of the work under the HR office’s control to improve the program, and why?
• Would you recommend consolidating all the compensation functions under one operational area of the organization? Why or why not?
• What alternative approaches might you consider to address your organization’s sales force compensation challenge?