Charming the Cobra: How to Avoid Perverse Incentives in Sales Compensation

What do cobras, Colombian cars, and salespeople have in common? Not much, but they have all fallen victim to a perverse incentive — also known as the “Cobra Effect” — when a well-intended incentive backfires, often worsening the very thing it was intended to improve. Over $1 trillion is spent on sales incentives every year … Continue reading Charming the Cobra: How to Avoid Perverse Incentives in Sales Compensation