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Module 1: Why Most Comp Plans Backfire

Lesson 1: How Incentives Accidentally Reward the Wrong Actions

Lesson 2: The Hidden Link Between Comp Plans and Quality Problems

Lesson 3: Why “Motivating More” Is Not the Same as Aligning Behavior

Module 2: Defining the Behaviors You Actually Want

Lesson 1: Identifying Revenue-Critical Behaviors

Lesson 2: Separating Activity, Outcome, and Quality Metrics

Lesson 3: Avoiding Behavior Conflicts Between Roles

Module 3: Designing a Clean Commission Structure

Lesson 1: Flat vs Tiered vs Hybrid Commission Models

Lesson 2: When to Use Bonuses, Spiffs, and Draws

Lesson 3: Keeping Comp Simple Enough to Explain in 5 Minutes

Module 4: Guardrails That Prevent Gaming

Lesson 1: Common Ways Commission Plans Get Exploited

Lesson 2: Installing Caps, Floors, and Qualification Rules

Lesson 3: Protecting Margin Without Killing Motivation

Module 5: Rolling Out Comp Changes Without Chaos

Lesson 1: How to Communicate Changes Without Mutiny

Lesson 2: Handling Pushback and “That’s Not Fair” Conversations

Lesson 3: Setting Review Cadence Before Problems Appear

Module 6: Monitoring and Adjusting Over Time

Lesson 1: Early Warning Signs a Comp Plan Is Misaligned

Lesson 2: When to Adjust vs When to Enforce

Lesson 3: Using KPI Feedback (L11) to Refine Incentives

L8 — Commission + Incentive Design Blueprint

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