Sales Compensation Plans and the Goldilocks Principle
Summary
In reading a recent article on the possibility of other life forms in outer space I was amazed at how an interesting principle they referenced could be applied to our thinking about Sales Compensation design. Some examples of the Goldilocks principle that we see in our everyday lives; What we see is that the best solutions to problems often occur when you discover the correct balance point between two possible extremes. Let’s apply this principle to a few elements of Sales compensation plans: Defining the Goldilocks zone of any parameter of your current situation, the goal is to find the right balance, you want to get it ‘just right’. I’m afraid there may be no magic ‘right’ answer for you, but by paying attention to a couple key concepts should help you find your correct balance. Here are a few tips; • Beware of utopian thinking as it can distort context and undermine properly identifying your goldilocks zone leading to a poor decision and a choice that may not strike the balance you are seeking.
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