How sales quotas cost Wells Fargo

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Quotas are an oft-used management tool. Retail clerks and meter maids alike work under quotas. But sometimes quotas work against companies. Like when employees at a bank open millions of accounts that customers didn't ask for and often didn't even know about. That's what happened at Wells Fargo. Officials say that pressure to meet quotas drove sales associates to fudge the accounts. And that quota pressure will now cost the company $185 million in settlements.


Harold Solovitch - University of Montreal

Madeleine Brand

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