Think about this scenario: you have two reps who both closed $1M in revenue this year. Your first rep, all her customers are happy and they're expanding and renewing their contracts because of it. While your second rep's customers are miserable, complaining and churning out. If your compensation model is set up so that both of those reps are compensated the same, you've got a problem. Mark proposes incorporating a customer lifetime value trigger into your comp plan.
