东京——保诚人寿保险公司周四发布了一份报告，详细说明了基于业绩的薪酬如何助长了这家日本公司多年的不当行为。
TOKYO -- Prudential Life Insurance released a report Thursday detailing how performance-based compensation fueled years of misconduct at the Japan-based provider.
该报告超过160页，描述了一种将销售数字视为最重要标准的企业文化。其商业模式过度依赖个人关系，组织整体缺乏治理。
The report, spanning over 160 pages, describes a corporate culture that prioritizes sales figures as the most important standard. The business model relied excessively on individual connections, with an overall lack of governance in the organization.
日本金融厅计划对该公司——即美国保险巨头保诚金融的日本子公司保诚人寿——实施部分业务停业令。停业将持续三个月，在此期间禁止新保险的销售。
Japan's Financial Services Agency plans to impose a partial business suspension order on the company, also known as Prudential of Japan, the Japanese affiliate of U.S. insurance giant Prudential Financial. The pause would last three months, during which new insurance sales would be prohibited.
尽管有机会采取根本性措施改善治理，保诚人寿却缺乏推动全集团决策的主动性。律师进行的第三方调查还显示，公司未能应对自2019年左右出现的日益增多的举报人。
Despite opportunities to enact fundamental measures to improve governance, Prudential Life lacked the initiative to make groupwide decisions. The third-party probe by lawyers also revealed the company failed to address the increasing number of whistleblowers who have appeared since around 2019.
保诚人寿的薪酬结构几乎完全基于佣金。公司鼓励销售团队追求“无限链”推荐，即客户将销售代表介绍给更多客户。
Prudential Life's compensation structure was based almost entirely on commissions. The company encouraged the sales team to pursue an "infinite chain" of referrals, in which customers would connect the sales rep to additional customers.
报告称，保诚人寿招聘的销售员工对薪酬极度执着。公司内部的薪酬差距也非常悬殊。
It appeared that Prudential Life hired sales employees who were obsessed with compensation. Stark disparities with compensation inside the company existed as well, the report said.
在新员工培训期间，曾提出设定高收入目标的说法。报告称，一些分行经理甚至公开自己的薪酬，以此激励新员工。
During new employee training, statements were made that set high income targets. Some branch managers even disclosed their own compensation as a way to motivate new hires, the report said.
另一项激励措施是“总裁奖杯”，授予获得最高佣金的员工。颁奖仪式在冲绳或夏威夷举行。
Another incentive was the "President's Trophy" given to employees earning top commissions. The award ceremonies took place in Okinawa or Hawaii.
报告称，为了赢得“总统奖杯”，员工们伪造合同或从事其他不当行为。据称，日本财务省的一个地方办公室已向保德信人寿提出了这一问题。该公司丑闻中涉及的部分员工曾获得过“总统奖杯”。
The desire to win the President's Trophy led to employees fabricating contracts or engaging in other problematic behavior, the report said. A local office of the Ministry of Finance reportedly raised this issue with Prudential Life. Some employees involved in the company's scandal have received the President's Trophy.
与此同时，未能签下合同的员工每月收入约为20万日元（1264美元），接近最低工资水平。许多离开保德信人寿的员工都是因为对财务状况感到焦虑而离职的。销售过程中产生的费用中，有很大一部分需要由员工自行承担。
Meanwhile, employees unable to land contracts received a monthly income of roughly 200,000 yen ($1,264), which is around minimum wage. Many employees who left Prudential Life did so due to anxiety about finances. Employees themselves bear a large portion of the expenses incurred during sales.
保德信人寿此前披露了多起不当行为案件，销售员工被指控通过欺诈或其他非法手段从客户处获取资金。该公司已因该丑闻对157名在职及离职员工进行了纪律处分。
Prudential Life previously disclosed numerous misconduct cases in which sales employees are alleged to have obtained money from customers through fraud or other illegitimate means. The company has disciplined 157 employees and former employees in connection with the scandal.
客户遭受的损失总计达61.6亿日元（3900万美元）。据怀疑，销售员工早在1992年就已不当获取客户资金。
The damage to customers totaled 6.16 billion yen, or $39 million. It is suspected that sales employees improperly obtained customer money as far back as 1992.
报告还提及了美国母公司保德信金融集团。报告指出，该集团尚未对其商业模式和管理中固有的风险进行根本性评估。
The report also mentioned U.S. parent Prudential Financial. A fundamental assessment of the risks inherent in the business model and in management has not been undertaken by the group, the report said.
保德信公司成立于1875年，位于美国新泽西州，是美国最大的寿险公司之一。其位于日本的三家集团子公司（包括保德信人寿）据信是美国业务之外最大的利润来源。该集团计划通过太平洋两岸管理层的合作推进改革。保德信人寿自2月起已自愿暂停销售活动。
Founded in 1875 in the U.S. state of New Jersey, Prudential is one of the largest life insurance companies in the U.S. The three group companies in Japan, including Prudential Life, are together the believed to be the biggest moneymaker after the U.S. operation. The group plans to advance reforms through cooperation of management on both sides of the Pacific. Prudential Life has voluntarily suspended sales activities since February.
保德信人寿总裁德丸弘光周四对记者表示，关于是否取消暂停销售的决定“尚未做出”。
"No decision has been made" concerning lifting the suspension, Prudential Life President Hiromitsu Tokumaru told reporters on Thursday.