Salespeople get paid to sell. If the management structures a comp plan that incentivizes sandbagging then the fault is theirs. Write a comp plan that does not encourage sandbagging and it won't happen.
^^^This. As long as it doesn't negatively impact a client, a rep has to sell in the way that makes the most money. After all, while we may be loyal to our companies, the ultimate loyalty lies with the families that count on us to support them.
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