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How Salespeople Game the System

Summary by hbr.org
Salespeople often exploit incentive programs to maximize their gain through various schemes, with damaging effects on company performance. Common cheating tactics include sandbagging, falsifying data, and giving excessive discounts or incentives to close deals quickly, among others. To counter these practices, companies should use data to detect irregularities, revise incentive plans to close loopholes, and establish ongoing monitoring. Communic…

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hbr.orghbr.org

How Salespeople Game the System

Salespeople often exploit incentive programs to maximize their gain through various schemes, with damaging effects on company performance. Common cheating tactics include sandbagging, falsifying data, and giving excessive discounts or incentives to close deals quickly, among others. To counter these practices, companies should use data to detect irregularities, revise incentive plans to close loopholes, and establish ongoing monitoring. Communic…

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hbr.org broke the news in on Saturday, March 1, 2025.
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