The article discusses the experience of formation the incentives system of staff engaged in the recovery of individual’s debts in commercial bank. The importance of improving the efficiency of this category of staff, which determines the need for their incentive, is highlighted. The system of bonuses for employees engaged in the recovery of individual`s debts is described, it can be based on a system of bonuses or individual key performance indicators (KPIs). The results of pilot project for the implementation of the bonus system for these employees, which was held in one of the commercial banks, are described.