Most companies say they have a sales incentive plan. Very few have one that actually works. What they really have is a commission structure and a few random bonuses thrown in when leadership panics about revenue. A real incentive plan changes behavior. It tells reps what matters. It keeps them engaged when deals stall. And it pushes high performers to keep pushing instead of coasting. If your incentive plan does not do that, it’s broken. Let’s fix it. First, Understand What S