Team-Based Incentives: Not Your Usual Office
Wilfredo Gonzalez
University of the Incarnate Word
Abstract
Done-Deal Paper, Inc. operates throughout central Pennsylvania with offices in Scranton, Harrisburg, and Altoona. Providing paper and paper needs to most of Central Pennsylvania, Done-Deal is one of the top two competitors in the area. In January 2012 an office manager, Michael Carell, convinced the CEO, Jerry Zucker, to change incentives for sales representatives. There were 20 sales representatives placed into four teams of five. Carell believed this would increase cooperation and sales. Zucker believed that it would improve moral and synergy.
Individual teams pool their commissions. Sales commissions varied
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