tl;dr: Wells Fargo didn’t have a “bad apples” problem–it had a bad management system. Unrealistic sales quotas and fear-driven incentives made gaming the numbers easier than doing the right thing. The Wells Fargo scandal is a textbook example of how bad management systems, fear-based leadership, and arbitrary sales quotas can drive widespread gaming of the numbers–without requiring bad people. What Actually Happened in the Wells Fargo Scandal In a nutshell, thousands of Wells Fargo employees … Continue reading Wells Fargo Scandal: How Bad Management and Sales Quotas Drove Gaming the Numbers