How salespeople game the system: Here’s what to look out for.
By: Gardner, Timothy M. Wong, Colin and Butler, Rick
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Material type: 
BookPublisher: Hayward Business Review Description: 103(2), Mar-Apr, 2025: p.111-117.
In:
Hayward Business ReviewSummary: 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
| Item type | Current location | Call number | Vol info | Status | Date due | Barcode |
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Articles
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Indian Institute of Public Administration | 103(2), Mar-Apr, 2025: p.111-117 | Available | AR135600 |
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
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