The term “sales plan lawyer” is not related to jurisprudence. Instead it is used to describe the sales rep who knows the compensation plan like the back of his hand, knows every nuance and subtlety, and knows exactly how to exploit the plan. Highly complex compensation plans will encourage sales reps to build these lawyer like skills. Their motivation is to earn every dollar available in the plan. These sales plan lawyers spend many hours learning every angle every leverage point, and every opportunity to maximize plan payout. The more complex the plan, the more time they spend analyzing it.
Oh, and if there is ever a dispute, your office will resemble a court room and every sales rep will resemble a lawyer.
If you don’t develop these lawyer like skills, be sure to find a friend who does. You will want their advice on how to get all you can from your compensation plan.
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