> And they have one job. To sell. There's an underappreciated corollary to sales comp. 1. If they're variable comp. 2. And corp controls equations. 3

> And they have one job. To sell. There's an underappreciated corollary to sales comp. 1. If they're variable comp. 2. And corp controls equations. 3. Then corp can drive sales outcome it wants by changing equations. For how messy ground-level sales at scale is (read: relationships, promises, conversations), this nicely simplifies and aligns what leadership wants to happen in sales with what actually happens. Simply by tying sales comp to whatever the specific sales plays leadership wants more or less of. Smart sales people are excellent at self-aligning their behavior to compensation incentives.