Anyone who works with sales people knows that their ultimate incentive is their commission check. Since the first time that “sales” was identified as a profession, we’ve been paying the people who sell based primarily on their results. This has worked well — but things are starting to change. The drive for results at the expense of all other considerations is running smack dab into new realities. It has become critical to align compensation with the expectations of customers, as well as the objectives of the organization.