Three Ways to Offset the Loss Leader Maneuver for Gaming Comp Plans

Posted by Jonathan Ezer on Tue, Mar 19, 2013

Like supermarkets selling milk or eggs below cost, some salespeople try to "get customers in the door" by exploiting loss leaders. The strategy is one of the ways sales reps can game their comp plans, as discussed in my previous blog post and identified in recent interviews ZS conducted with sales compensation analysts.

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