Most sales compensation plans were not truly designed. They were inherited, adjusted, patched, and carried forward until no one could fully explain why they work the way they do.

In this episode of Sales Comp Decoded, Abimbola explores the uncomfortable question many companies avoid: when was your sales compensation plan last truly designed?

Not simply updated or reviewed, but designed with intention.

Through the story of a company discovering that its plan had become an archive of old decisions, this episode reveals how unmanaged incentive logic can quietly shape seller behaviour, increase cost, weaken trust, and carry yesterday’s priorities into today’s business.

Because when a compensation plan fails, the spreadsheet is rarely the first thing to break.

Trust is.