Most sales compensation plans are designed to drive revenue.
But what if they’re quietly destroying profit?
In this video, I break down a common but overlooked problem: the misalignment between sales incentives and business economics. When comp plans reward the wrong behavior, you don’t just get suboptimal outcomes—you get systematic leakage.
We’ll walk through:
Why revenue ≠ profit (and where the gap comes from)
How common compensation structures create unintended consequences
Real examples of behaviors that look good on paper but hurt the business
What better alignment actually looks like in practice
This isn’t about blaming Sales—it’s about designing systems that drive the right outcomes.
If you’re responsible for pricing, deal structure, or revenue strategy, this is a problem you need to understand.
We discuss:
Sales incentives vs. business objectives
Revenue vs. margin tradeoffs
Deal structuring and discount behavior
Compensation design pitfalls
Aligning incentives with long-term value
I’m James Deaker. I’m The Yield Doctor. I work with my clients on issues like these to help them make more money from their digital assets.
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Related Video on aligning Sales Comp with Profit:
https://youtu.be/WOAkrqT24qQ
