The article discusses how, while sales incentives are effective in boosting profits, they can also be exploited by salespeople. Companies need to anticipate potential manipulations by understanding the mindset of salespeople, who often seek to maximize their earnings, sometimes through unethical means. This exploitation can range from bending rules to outright fraud. Experts Timothy Gardner and Colin Wong emphasize the importance of leaders developing an 'immoral imagination' to identify and combat these unethical practices to maintain integrity within sales operations.
Salespeople often find creative ways to manipulate incentives to maximize personal gains, which can lead from bending rules to outright fraudulent behavior.
Understanding the incentives means grasping the natural behavior of salespeople to optimize their efforts, sometimes at the cost of company ethics.
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