Takeaway: Program rules must be fair and consistent. If this does not hold true, you will get the opposite of your desired effects for your program.
Have you been a victim of an unfavorable incentive program, one in which you deemed unfair?
Thursday, May 5, 2011
Be fair
Seems like common sense, right? You would be surprised. In my past career in pharmaceutical sales (about three years ago), there was a big contest in which reps could earn $2500 by hitting certain targets. My counterpart and I had mirror territories and coverage responsibilities. Despite the fact that this was a world class and top pharmaceutical company, data glitches allowed her to win the $2500 and for me to win nothing. The worst part? My [unexperienced] manager awarded me with $200 in sympathy points, but was unwilling to fight for me up the ladder. This was the beginning of my declining engagement at the company. If I worked so incredibly hard, and had proven results, why would management not be willing to make things fair?
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