Latest / The Yield Doctor with James Deaker
Sales Incentives Should Align to Profit… Except When They Shouldn’t
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…
The skinny
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