Use a pre-mortem to identify and mitigate sales compensation plan risks before launch.
Six months later The commission plan missed cost, quality, and customer targets. Your job is to rewind before launch and catch the failure modes. A pre-mortem makes skepticism useful before incentives go live. Pre-mortem Imagine failure, name causes, add guardrails Compensation plans are behavior systems. A pre-mortem asks what behavior the plan might accidentally buy. Shortcut Approve because the model balances. A plan that is harder to game and easier to explain. The best time to find incentive failure modes is before payout pressure exists. 01 Failure 02 Cause 03 Guardrail Start the pre-mortem Leaders love the model. You need…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in