Make the Leap to Leader
Earlier in his career, when John Donovan was a partner at a big consulting firm, his CEO at the time introduced a new incentive system for how people would divide commissions based on their specific contributions to landing new business. The goal was to train a spotlight on individual accountability and thereby increase productivity. Instead, it created a system in which people spent an inordinate amount of time on gaming the system to maximize their share of the commission pie. “It was a noble impulse,” Donovan recalled. “But it created this adverse behavior where everybody wanted to show up at every meeting.” For Donovan, who had grown up with ten siblings and had been captain of his hockey team during high ...
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