Prior to his arrival, Norwest branches had sales volumes objectives and a host of sales measurement systems, which often led local managers to focus on selling whatever would help them meet their daily sales goals. Predictably, these were often the easiest products to move. So, for instance, rather than rolling over a $50,000 CD, an enterprising bank manager would encourage the customer to purchase five $10,000 CDs.

From Winning Through Innovation: A Practical Guide to Leading Organizational Change and Renewal