How Salespeople Game the System
From 2002 to 2016, Wells Fargo employees exploited the bank’s sales incentive program. They opened millions of unauthorized accounts and enrolled customers in fee-incurring services to meet management’s unrealistic goals. Despite clear evidence of misconduct, company leaders ignored the behavior, according to the Department of Justice civil settlement agreement. The bank eventually paid more than $3.7 billion in fines. Top executives settled as well, including one who was sentenced to home confinement as part of a criminal plea deal.
