When Sales Incentives Backfire
Listen to the original audio · Transcribed with NVIDIA Parakeet · Why times can differ in your player
Welcome to the HBR Idea Cast from Harvard Business Review. I'm Kurt Nikesh. Sales incentives are proven winners. It's pretty simple really. Pay your salespeople commissions and bonuses for the things your company wants. and business and profits go up.
However, When you create a game You can game the game. Get a monthly commission? Stack your sales in one month for more money than you'd get spreading them out.
earn a referral bonus on new accounts. Well, tell clients to open one and just cancel later. No harm, no foul. These schemes can range from the innocuous To the criminal.
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