Linking sales pay to unrealistic goals can encourage poor behaviour

SALES STAFF

Linking sales pay to unrealistic goals can encourage poor behaviour

By tying bonuses and salary to pre-set sales and profit goals, managers encourage behaviour among sales staff that can permanently damage a company, according to a report in the Financial Times newspaper.

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Title: "Targets that distort a company's aim", by Victoria Griffith, Financial Times, 21 November 2001.

To read the article online, visit www.ft.com or click on this link . . .

http://globalarchive.ft.com/globalarchive/article.html?id=011121000374

Posted 21 January 2002