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Paved with Good Intentions: How Employee Incentives Can Go Awry

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SHRM has partnered with Security Management magazine to bring you relevant articles on key HR topics and strategies. 

The incentive may have seemed ordinary when Wells Fargo management first issued it. But it led to some extraordinarily negative consequences.

Wells managers imposed what was sometimes called an “Eight is Great” target for their employees: sell eight accounts per customer. This type of cross-selling, in which bank employees encourage account holders to open another account, take out a credit card, or buy other services, is a common method for companies in the…

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