C02 · Lesson 20 of 22 · 15 min · 5 hands-on tasks

Incentives and Gaming

Two weeks before year end, sales are $750,000 short of the target, and the sales director's whole $40,000 bonus depends on hitting it. The plan: push 700 Trail bikes onto dealers at a discount, with the right to send them back. See what the bonus plan makes people do, what the push costs Trailhead, and how to design a bonus that's hard to game.