Most comp plans are performance based. We try to get to the end result “the sale” by using carrots and sticks. We transfer the risk to the sales rep because we don’t have a process in place that guarantees results if followed. If we did, pay for performance wouldn’t exist. We could give a base salary and strict guidelines to follow and the results would be there. Instead, we ask the rep to figure it out at their own expense. This creates an environment of throwing half court bricks.