When Sales Incentives Backfire

Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those incentives bring unintended consequences. New research identifies eight ways that salespeople across industries cheat or bend the rules to maximize their gain—often at the expense of the company’s bottom line and customer loyalty. Huntsman School of Business professor Timothy Read more about When Sales Incentives Backfire[…]

The McKinsey Crossword: “Play Ball!” | No. 224

Sharpen your problem-solving skills the McKinsey way, with our weekly crossword. Each puzzle is created with the McKinsey audience in mind, and includes a subtle (and sometimes not-so-subtle) business theme for you to find. Answers that are directionally correct may not cut it if you’re looking for a quick win. Source: McKinsey The Read more about The McKinsey Crossword: “Play Ball!” | No. 224[…]