JOURNAL ARTICLE

How Salespeople Game the System.

  • Published In: Harvard Business Review, 2025, v. 103, n. 2. P. 110 1 of 3

  • Database: Business Source Ultimate 2 of 3

  • Authored By: Gardner, Timothy M.; Wong, Colin; Butler, Rick 3 of 3

Abstract

The article focuses on how salespeople frequently exploit incentive programs through various unethical tactics, such as sandbagging, falsifying data, and creating fake customers, which can harm company performance, customer relationships, and legal standing. Drawing on interviews across multiple industries and research, it identifies eight common categories of sales incentive gaming and emphasizes the importance of anticipating these behaviors when designing and monitoring incentive plans. Companies are advised to use data analytics, revise incentive structures to close loopholes, establish ongoing monitoring, and communicate clearly with sales teams to mitigate cheating while balancing sales productivity and motivation. The article also acknowledges that some low-impact gaming behaviors may be tolerated to avoid disrupting sales operations.

Additional Information

  • Source:Harvard Business Review. 2025/03, Vol. 103, Issue 2, p110
  • Document Type:Article
  • Subject Area:Business and Management
  • Publication Date:2025
  • ISSN:0017-8012
  • Accession Number:182913932
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