Good sales compensation plans embody the strategy of the organization and drive sales force behaviors. If each sales rep understands the plan and receives frequent, timely, and accurate feedback, the plan motivates and challenges them to strike better deals. However, problems often arise, rendering sales compensation plans ineffective.

Optymyze analyzed over 100 companies with large sales forces and identified 6 major sales compensation problems that have direct ties to financial performance. These issues also disrupt productivity and break the link between strategy and execution.