{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Surviving Sales Leadership","title":"The Comp Plan Mistakes That Push Good Reps Out","html":"","width":"100%","height":180,"duration":2116,"description":"Simple comp plans are easy to explain. Bad comp plans are easy to regret.This episode gets into the real damage sales leaders create when compensation becomes unclear, unfair, too clever, or easy to game.Want to be a great coach for your team and drive results in the time you DO have for coaching?Download the Modern Revenue Leader's Sales Coaching ManualIn this sales leadership lesson, Mike Pritchett of BuzzTrail and David Wilkins unpack what actually happens when comp plans drift away from the behaviours the business needs.Reps disengage fast when they cannot clearly see how they make moneyChanging comp after overachievement destroys trust and pushes good people outComplex plans create confusion, politics, and arguments over who deserves whatPoorly designed incentives drive sandbagging, bad meetings, gaming, and low-value activityToo much disparity across reps creates distraction, resentment, and “why are they getting more than me?” conversationsTeam-based targets can hide poor performance and pull everyone toward mediocrityCommission-only setups sound attractive in startups, but make it harder to judge fit and build real team energySmall non-cash rewards can sometimes motivate better than taxed cash incentivesPublic recognition, competition, and simple scoreboards still matter because sales is hard and momentum mattersThe core message is straightforward: compensation is not just about paying people. It shapes behaviour, trust, culture, focus, and performance. When leaders get it wrong, they do not just create payroll problems. They create distraction, resentment, short-term thinking, and a sales team that starts working the plan instead of working the market.This episode is for VPs of Sales, Heads of Sales, SDR leaders, and founders trying to build comp plans that stay simple, reward the right actions, reduce internal friction, and help good reps perform without creating avoidable chaos.Timestamps00:00 Why simple comp plans outperform clever ones08:35 The...","thumbnail_url":"https://img.transistorcdn.com/LjYYpjxfWT8Ijdm1_ZBcIxH8nIjJOWCpRnTWkBRj9WY/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iYTFl/ODIwMmQ2NjAzNTZl/YTE5MmIyMDRhZDQ3/NGNmMC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}