Summary:
After a stroll with friends through Prince’s Island Park in downtown Calgary, Alberta, William Lobay was frustrated with his sales team. In this time, he received five messages about tensions amongst them. Lobay created a team incentive program to motivate his team and encourage them to bond, but instead, this night was only one in a long line of conflicts that resulted from the new program. He worried that this incentive plan was not worth all of the trouble it was creating.
Control Zone
Author: Alexander (A.J.) Miller
Category:
Organizational Behaviour
Preamble:
This case was edited by Richard Bloomfield, Shahin Pardhan, and Katie Oates. Final production of this case study was made possible by Ryan Rabie from the Library and Learning Services team at Huron University College. The authors' intent for this material is to be used in a classroom or other management learning settings. Names or other identifying information may be altered to protect confidentiality.
Published 10-05-2023
Copyright:
This content is freely available without charge to readers and their institutions. All content is published under the Creative Commons License, Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0). Readers are allowed to read, download, copy, distribute, print, search, or link to the full texts of this case without seeking prior permission from the author(s)
Keywords
Sales, Teamwork, Motivation Theories, Leadership