Wells Fargo and the Slippery Slope of Sales Incentives
Harvard Business Review
SEPTEMBER 20, 2016
In 2005 the world’s largest insurance broker, Marsh Inc., In 2005 the world’s largest insurance broker, Marsh Inc., Beyond the fines, Wells Fargo has fired at least 5,300 employees for “inappropriate sales conduct,” and the bank is making changes to its quota system. Will eliminating sales goals do it?
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