Your client, a regional commercial bank, wants you to evaluate their CFO’s proposal. The CFO proposes to increase sales by implementing a commission-based incentive program for the bank’s salespeople. Your client wants to know how this program would affect the bank’s profitability. What must occur in order to make this program feasible?
More questions to be added by you, interviewer!
If the interviewee solves the case very quickly, you can come up with more challenging questions to ask them.
1. If a salesperson sells 5 products per week, by what percentage will the salesperson’s salary increase?
2. What are the risks of implementing this incentive?
Since this is an interviewer-led case, the interviewer should guide the candidate through the interview.
This case has a conversational style hence no specific framework approach is required. Given the exploratory and qualitative nature of this case, the approach taken and sequence of events is dependent on the interviewer’s line of questioning and alternate scenarios are certainly possible.