Comp That Works —Incentive That Drive the Right Sales Behaviors

Most comp plans are built to be fair. Almost none are built to be effective. The result is a plan that looks reasonable on paper and quietly rewards the wrong behavior every single pay period.

This session is a working diagnostic, not a lecture. Drawing on the forthcoming book The Carrot IS the Stick and decades spent designing hundreds of commission plans across industries, Erik W. Charles walks through how to read your own incentive plan the way it actually performs in the field. You will learn where plans break, why the rep is almost never the problem, and how a few specific changes to line of sight and plan design can move the number. The argument rests on more than experience. Erik braids in the academic research on motivation and incentives, from Locke on goal setting to Condly's meta-analysis showing measurable average performance gains, and translates it into plain language you can use Monday morning. Sales will do what you pay them to do. This session is about making sure that is the thing you actually want.

Attendees will leave with:
- A method for stress-testing an existing comp plan to find where it drives the wrong behavior before it costs a quarter
- The research-backed principle of line of sight, and how to rebuild the link between a rep's daily actions and their payout
- A clear way to tell a measurement problem from a culture problem, so you fix the plan instead of blaming the team

Track Sponsored By: