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Your Incentives Are Backfiring

Here’s What Your Comp Plan Is Really Rewarding

Most compensation plans look right on paper. They reward revenue. They encourage activity. They seem aligned with growth. But take a closer look at the outcomes they’re actually producing.

Messy pipelines.
Rushed deals.
Unreliable forecasts.

That’s not a people problem. That’s an incentive problem.

Sales teams don’t behave based on what leaders say they behave based on what gets rewarded. If your comp plan pays for closed deals regardless of quality, reps will push deals through. If it rewards activity, you’ll get volume without direction. If it ignores process, consistency disappears.

Your team is simply optimizing for the system you built.

And if results feel off, it’s because the incentives are misaligned with the outcomes you actually want.

Winning organizations treat incentives as a strategic lever, not an afterthought. They design compensation to reinforce the behaviors that create long-term performance strong qualification, disciplined deal progression, and accurate forecasting.

That’s when everything starts to change.

Reps stop chasing low-probability deals.
Pipelines become cleaner and more predictable.
Managers spend less time correcting and more time scaling.

Because the right behaviors are finally being rewarded.

This is the foundation behind sustainable growth, and it’s exactly what we break down inside FAST TRACK Module 1: “What You Incentivize Grows.”

If your team’s execution isn’t where it needs to be, don’t start with more pressure. Start with what you’re paying for. Because whether you realize it or not, your comp plan is already shaping every decision your team makes.

ACTION STEPS: Fix What You’re Really Rewarding
  1. Break Down Your Current Comp Plan
    Identify the exact behaviors it encourages.

  2. Spot Misaligned Outcomes
    Look for where incentives drive the wrong actions.

  3. Define High-Value Behaviors
    Focus on qualification, deal progression, and forecast accuracy.

  4. Realign Compensation with Process
    Reward the actions that lead to scalable success.

  5. Reinforce Through Coaching and Accountability
    Ensure the system is followed consistently.

You don’t get what you design on paper.
You get what you reward in practice.

New Course - Available Now!

https://salessystemsuniversity.com/products/fast-track-module-1-what-you-incentivize-grows

I can’t believe they are practically giving this information away for free. Unbelievably worth every penny!

Subscriber - Josh
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