Design
Redesigning Sales Incentives for a B2B SaaS Scale-up
Overview
What this challenge is about.
Your task is to propose a new incentive plan for the sales team that balances new business acquisition, account expansion, and retention. The plan must be cost-neutral (total commission budget remains unchanged) and motivate desired behaviors. You will present your design with a rationale, a sample payout calculation, and a change management plan. Success is measured by the plan's alignment with strategic goals and feasibility of implementation.
The Brief
What you'll do, and what you'll demonstrate.
The current sales incentive plan overemphasizes new customer acquisition, neglecting account expansion and retention, which are critical for the new enterprise sales model.
Earning criteria — what you'll demonstrate
- Apply motivation theories (e.g., expectancy theory, goal-setting theory) to design effective incentives
- Analyze trade-offs between different compensation models (e.g., commission vs. bonus)
- Evaluate the impact of incentive design on employee behavior and organizational outcomes
- Develop a change management approach for implementing new compensation systems
Program Fit
Where this fits in your program.
Sharpens the same skills your degree expects you to demonstrate.
Skills
Skills you'll demonstrate.
Each one shows up on your verified credential.
Careers
Roles this prepares you for.
Real titles. Real skill bridges. Pick the one closest to your trajectory.
Career mappings coming soon.