On what basis should we distribute rewards to salespeople?
It seems like a silly question, doesn't it? First, "we," meaning the public at large, don't usually get to decide such matters. Second, there are obvious systems of rewards for salespeople already in place, foremost among them the system of commissions, which pays salespersons for the value they directly contribute to a firm's operation.
Replace the word "salespeople" with "teachers," however, and we move from the realm of silly questions to the arena of intense policy debate. Teachers are in most cases public employees. So we do, in theory at least, get to decide how they are paid. The commission model for teachers, variants of which have been proposed for many years, would involve compensating them for the value they provide to their school's operation, that is, the degree to which they educate their students. Unfortunately, the amount of education a student receives in a given year is much harder to quantify than the total sales recorded by a clerk in a store. Measuring student growth has been made somewhat easier by recent advances in the tracking of student performance on standardized tests over time. But the notion of paying teachers on the basis of their ability to improve test scores, often termed "merit pay," while earnestly debated by education policy researchers, is strongly opposed by teachers unions and is a political nonstarter in many parts of the country.
| Newsletter signup | Send us your ideas