Ask the Second-Order Question
Use second-order questions to improve a proposal while keeping momentum.
A sales leader proposing a new bonus for faster deal closing. You support growth, but you want to prevent deal-quality problems. Sales leader If we bonus reps for closing deals before month-end, we can bring in at least $400,000 sooner. You Assume it works and close speed improves. What behavior do we expect reps to change next? Good second-order framing. You start from success instead of rejection. They will push harder on procurement and discount less late in the cycle. What guardrail would tell us speed is not coming from low-fit deals or future churn? This links the incentive to…
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