Is Luck a Strategic Criterion in Sales Comp Plans' Design?

Posted by Brian Keating on Fri, Mar 18, 2016

It’s well established that motivation decreases when the outcome of an activity is not in the salesperson’s control. Two salespeople with the same skills can exert the same amount of effort—and do the same things to control the outcome—and have very different results, seemingly because of luck. We, as sales compensation professionals, should simply remove luck from the equation, right?

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