Gaming the Incentive Plan in Football*
As we start the year for most incentive plans, companies are going to make a series of mistakes. One key one is not thinking about how sales reps might Game the Plan. Luckily for all of us, the last few days have given us updated examples to consider (courtesy of the NFL).
David Moore, a receiver playing for the Seattle Seahawks, has a clause in his compensation plan that would pay him a $100k performance bonus if he ended the season with 35 catches. Russell Wilson helped him nail that number with an illogical (from a risk/return football analysis) last minute pass when he could have just safely taken a knee and ended the game. Then again, it could be argued Wilson showed some great leadership helping his teammate earn that bonus, and no doubt earned Moore’s continued loyalty and support.
Now that was just a single play at the end of the game, how about when someone is even further behind in hitting their goals?
Antonio Brown has a similar clause in his contract with the Tampa Bay Buccaneers. In his case, however, it is 45 caught passes to earn $250k. Going into the game against the Atlanta Falcons, however, he was only at 34 completions – 11 short of his goal. Good luck, right? Now, this is not an insurmountable goal - Brandon Marshall caught a record 21 playing for the Denver Broncos in a game vs. the Colts in 2009. However, it still would require a strong partnership between the quarterback and receiver. Rolling down to the last few minutes of the game, Brown was still needed 3 catches – and like the Moore – the smart play for the Buccaneers would be to play conservatively and take a knee asap. Moore need divine intervention, and he got it. Brown had Tom Brady on his side.
One screen pass, two shovel passes, all in the course of a few seconds and 3 plays and Brown earned his bonus.
All activity-based incentives, that were paid out for actions that arguably didn’t impact the results of the game. Your reps, with their managers support, will do the same this year. What’s in YOUR comp plan?
*American Football that is….
