For example, evaluate collaborators on the level of progress of the project, on how obstacles were overcome, etc.
Several years after encyclopedias started appearing on CD-ROM, Encyclopaedia Britannica had still not changed its sales commission system, thus inciting salespersons to give preference to the paper version over the electronic format. This in part explains why the company was lagging behind on this strongly developing market.
- In general, many companies link bonuses to good performance on day-to-day activities: high level of sales, on-time launch of products, etc. So, strategic projects easily fall to the background.