CHAPTER 10

COMPensation and COMPlacency Start with the Same Four Letters

Counterproductive sales compensation plans create a lot of problems that could be solved easily if the cause was recognized. What’s curious is why executives frustrated by these sales problems often refuse to look at the comp plans they’ve created as the genesis of the issue.

It is commonplace for an executive who’s considering engaging me to rattle off a litany of complaints he has with his sales organization: They’re lazy. Complacent. Loaded down in administrative details. Refuse to prospect. Too involved in operations. Pander to their pet accounts. Obsessed with renewals. And so on. This list is very familiar to me.

He’ll then point the finger at all kinds of potential ...

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