Going hand in hand with sales incentives are KPIs or Key Performance Indicators. I am confident everyone reading has been given a set of KPIs during their working life, all with the goal of driving certain behaviours that help get you to a particular outcome. It seems however that just like sales incentives, under certain circumstances, KPIs can actually drive bad behaviours from staff in an effort to meet them.
This article explores the concept of KPIs and how the combination of unrealistic targets, big incentive programs and a culture of poor job security can lead to some very bad behaviours from staff. It also outlines the circumstances in which KPIs can work beautifully, something every acting manager in charge of setting KPIs should be across.
This is a very interesting article that cites some examples from big local and overseas organisations. Grab a coffee and read it in full.