I roll out a new comp plan and within a month the reps have found the seams, chasing the easy payouts instead of the business we actually need. Every rule I write to close a gap seems to open another one. I'm trying to line up what's fair with what drives the right behavior, and it keeps slipping through my fingers.
More people experience this than they realize.
You design comp plans but reps keep finding loopholes that reward the wrong behavior.
If this sounds familiar, the Library can help you find the bigger picture.