Sales Incentives: How To Tame This Potential Ethical Foe

In this fast-moving 15-minute video, I exchange perspectives with Kristy Grant-Hart, CEO of Spark Compliance Consulting, on one of the most potent problems of our time: sales incentives gone amuck. From the Wells Fargo scandal to VW, sales incentives have been the undoing of the reputations of many companies recently. Hear how we address the fundamental challenges around sales incenvtives, and offfer best practices, including answering questions like: See more +
In this fast-moving 15-minute video, I exchange perspectives with Kristy Grant-Hart, CEO of Spark Compliance Consulting, on one of the most potent problems of our time: sales incentives gone amuck. From the Wells Fargo scandal to VW, sales incentives have been the undoing of the reputations of many companies recently. Hear how we address the fundamental challenges around sales incenvtives, and offfer best practices, including answering questions like:

• What are the unexpected consequences of aggressive sales incentives?

• When are stretch goals imposed by management useful, and when are they a moral hazard?

• What is the Compliance team's role in handling sales goals?

• What happens when bad behavior hides behind good performance?

• What role do shareholders have in sales incentives and preventing unintended (bad) consequences?

• How do you fix your company's sales incentives to make them better?

Kristy can be reached via her website at www.compliancekristy.com or kristy@compliancekristy.com See less -

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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