How salespeople game the system: Here’s what to look out for. (Record no. 529697)
[ view plain ]
| 000 -LEADER | |
|---|---|
| fixed length control field | 01355nam a22001337a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250506b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Gardner, Timothy M. Wong, Colin and Butler, Rick |
| 245 ## - TITLE STATEMENT | |
| Title | How salespeople game the system: Here’s what to look out for. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | Hayward Business Review |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 103(2), Mar-Apr, 2025: p.111-117 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | 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. Communication and education about acceptable behaviors are also crucial. Not all gaming tactics need immediate action, however; some may be tolerated if they have a minimal impact on performance and would cause undue disruption to the sales organization. So companies should adopt a continuous process to identify and mitigate cheating while balancing the need to maintain sales productivity and motivation.- Reproduced https://hbr.org/2025/03/how-salespeople-game-the-system |
| 773 ## - HOST ITEM ENTRY | |
| Main entry heading | Hayward Business Review |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Item type | Articles |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Date acquired | Serial Enumeration / chronology | Barcode | Date last seen | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Indian Institute of Public Administration | Indian Institute of Public Administration | 2025-05-06 | 103(2), Mar-Apr, 2025: p.111-117 | AR135600 | 2025-05-06 | Articles |