Sometimes the job changes quietly.

The title stays the same. The team stays the same. The pay plan still processes payouts. But underneath the surface, the work has become broader, heavier, and more complex.

A seller who was once focused mainly on new customers may now be expected to protect long-term customer value. A customer success role may now carry expansion expectations. A sales manager may now be asked to coach behaviour, improve forecasting, and support a more disciplined sales process.

But when the pay plan does not move with the role, the company sends a confusing message.

In this episode of Sales Comp Decoded, Abimbola explores why role clarity must come before compensation design. When the business asks people to do one job but pays them as if they are still doing another, the issue becomes more than a pay pro ...