Are You Creating Those Conditions With the Compensation Plan for Your Account People?

I still have a deep suspicion that they are still compensated on their ability to talk me into a maintenance agreement. That just feels real. I think most of the cases, most firms who are offering performance base incentives to account people. Those incentives aren't that high that would cause people's behavior to go from decent to suspect. But we're back to the fundamental attribution era here. Why do we have this image of the y sales person? It's not because sales attracts lazy people. It's because the incentives are for them to do whatever they have to do to make a sale. So just ask yourself, are you creating those conditions with the compensation plan for your bisdef people and your account