An award formula made a small sales difference unusually expensive
At 98.8% of sales plan an old scheme paid nothing, while 100.2% paid ₹12,000. A proposed gradual formula produced ₹8,800 and ₹10,200 respectively. We also disclosed that exactly 100% would pay ₹10,000, below the old ₹12,000; redesign did not make every participant better off.
