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EPISODE · Jun 7, 2026 · 13 MIN

The Behaviour You Pay For Is the Behaviour You Get

from Sales Comp Decoded

In this episode of Sales Comp Decoded, Abimbola explores how salespeople make everyday choices based on the economic signals inside their pay plan. A seller may choose the easier product, the faster deal, or the safer customer, even when leadership wants a different outcome.The episode looks at why compensation design should begin with behaviour rather than the commission rate, how measures and weightings influence attention, and why conflicting incentives can quietly produce the wrong decisions.

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The Behaviour You Pay For Is the Behaviour You Get

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How long is this episode of Sales Comp Decoded?

This episode is 13 minutes long.

When was this Sales Comp Decoded episode published?

This episode was published on June 7, 2026.

What is this episode about?

In this episode of Sales Comp Decoded, Abimbola explores how salespeople make everyday choices based on the economic signals inside their pay plan. A seller may choose the easier product, the faster deal, or the safer customer, even when leadership...

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