000			01355nam a22001337a 4500
999			_c529697 _d529697
008			250506b ||||| |||| 00| 0 eng d
100			_aGardner, Timothy M. Wong, Colin and Butler, Rick _952723
245			_aHow salespeople game the system: Here’s what to look out for.
260			_aHayward Business Review
300			_a103(2), Mar-Apr, 2025: p.111-117
520			_aSalespeople 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			_aHayward Business Review
942			_cAR