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FCPA Blog Daily News

Entries in stretch goals (5)

Wednesday
Mar012017

How perverse incentives distort individual and corporate performance

Consider a salesperson that has reached his bonus cap three months before fiscal year-end. Any achievement after that is not only unrewarded, but is actually penalized in the sense of creating higher future performance expectations and targets.

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Thursday
Jan262017

Wells Fargo: How reasonable pay plans morphed into perverse incentives

When Wells Fargo imposed a target of eight accounts per customer on its branches, the bank created an aspirational goal. Cross-selling is a proven method of encouraging growth and maximizing upside, with little incremental expense.

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Thursday
Sep152016

Wells Fargo stretch goals brought out the sandbaggers

Incentive compensation is making lots of news lately, but the news is all bad. Mylan's Epipen, Volkswagen, and Wells Fargo. Ugh. 

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Tuesday
Jun072016

Richard Bistrong: My Ten Commandments of Goal Setting

Last week I attended a one-day event at the NYU Stern School of Business, hosted by Ethical Systems and the Behavioral Science and Policy Association.

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Wednesday
Mar302016

Richard Bistrong: ‘Stretch goals’ for sales teams can wreck a compliance program

In a prior post for the FCPA Blog, I talked about a Harvard Business Review article in which the authors shared their findings that “performance pay can actually have dangerous outcomes for companies that implement it.”

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