As the compensation manager for a highly competitive sales agency, you see one of the sales agents sitting at her desk in the middle of the workday. All of the other sales agents are out meeting with customers. When you ask the sales agent about this, she tells you that there is no incentive for her to work harder than the rest of the team. She already closed enough sales contracts to meet the monthly sales goal. She will be paid the same whether or not she closes any additional contracts until the end of the month. In fact, she brings forward any new customer sales and potential contracts to the beginning of the next month so that she can be assured of hitting the sales target for the next month instead of wasting it on this month's goals

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