Timothy Gardner

Timothy Gardner, an associate professor at Utah State University, and Colin Wong, a consultant in incentive compensation, delve into the tricky world of sales incentives. They reveal how incentives can backfire, leading to unethical practices like sandbagging and data falsification. The duo discusses solutions for companies to audit and correct these issues while balancing motivation and productivity. Their insights emphasize the need for ethical standards in sales structures to build trust and prevent manipulation.