4 examples of sales incentives gone wrong

02/15/2012 | CBS MoneyWatch

Companies make a variety of mistakes when they try to implement incentive plans, writes Dave Logan. For example, creating a new compensation plan to encourage the sales force to close more deals can backfire if workers don't think it's possible to do so, he writes. Other mistakes include using incentives to address an issue that relates to only a small group of employees or to get people to do something they don't feel comfortable with.

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