Chris Collins argues that effective pay plans must be very simple—if a pay plan can't fit on one page it isn't a valid pay plan—and criticizes the common practice of paying advisors on gross, noting that advisors often misunderstand or cannot control "gross."
So the first thing that you have to understand is if you want a pay plan that drives behavior, it has to be simple. Can't fit it on one page, it's not a pay point. Then the next thing I would say is, I have no idea how this happened or why it happened. And there's a bunch of people out there that will fight for this like, it's fighting for their.
Mother firstborn. Like, seriously, that they pay the advisors on gross. Advisors don't understand gross or control gross.
