Tagged: commissions

The Dangerous Mix of Incentives and “Misconduct”

The Dangerous Mix of Incentives and “Misconduct”

We often hear about the dangerous risk to a company’s culture from rigorous sales incentive programs.  Like most issues, the answer to this issue is not cut and dried. On the one hand, we have a glaring example of failure – the Wells Fargo case.  Financial sales staff were subjected to an incredible sales program – for each client, a sales employee was required to...