BUSI526 BDE Week 5 Case Study 4

Instructions

Read the Application Case: The HubSpot.com Sales Incentive (Dessler, Ch. 12). After reading the case, answer the questions below. The text of your case study submissions (not including your reference page) should be at least 1.5 pages long (maximum 3 pages). See Assignment Expectations for more information regarding the required elements for these case studies.

  1. How exactly would you change the HubSpot sales compensation plan to solve this client retention problem? Please be specific about what your new plan would include.
  2. Management defined the client churn problem as a sales problem, to be solved with a modified sales compensation plan. What else could have caused the client churn problem, and how would you have solved that?

Remember to include at least two scholarly sources to support your position.