Salespeople often exploit incentive programs to maximize their gain through various schemes, with damaging effects on company ...

The plight of a Dallas couple who say they were tricked into buying a $119,000 solar system for their roof. They are not ...

Here’s what to look out for. by Timothy M. Gardner, Colin Wong and Rick Butler From 2002 to 2016, Wells Fargo employees exploited the bank’s sales incentive program. They opened millions of ...

Fake it till you make it” is a widely used expression in the business world, based on the idea that feigned optimism eventually turns into genuine confidence.

If your salespeople aren't effective presenters, they'll never achieve their full potential, even if they're already good at selling. Which is why it's critical that you understand and monitor this ...

Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.) ...