Managing the Selling Effort (A)

Suresh L. Goklaney, CEO of Eureka Forbes Ltd. (EFL), was awaiting an update from Regional

Manager (South) V. (Mathi) Mathialagan. It was early February 2004 and for several months the

Bangalore division of Mathi’s region had been piloting a new sales representative evaluation and

compensation system. EFL had traditionally rewarded sales reps (called EuroChamps) solely on the

basis of sales volumes. With Mathi’s input, Goklaney had re-engineered the system to emphasize the

sales process as well as results. If the pilot proved successful Goklaney would have to decide whether

to roll the system out nationwide and across all product lines.