- A company sets its goal and creates executive and sales leader bonus plans against that goal attainment.
- The sales leader increases that goal by 40% and set the sales bonus based on achieving this elevated goal.
- That same sales leader admits to me on a call that the sales goals are NOT achievable and no one is at plan. They are, however, at the company plan.
In this scenario, the sales leaders are receiving their bonus and celebrating success. BUT, the sales people are penalized and don’t earn any bonus.
How is that motivating the right behaviors?