Sales leaders have occasionally expressed to us a preference for capping a salesperson’s earnings.  The reasoning for such a decision typically goes “My salespeople shouldn’t be making more than me.”  Although we are not a sales compensation firm, we do know quite a bit about personality and how high-drive salespeople react to such a policy.  Here is why that approach can be dangerous . . . Salespeople high in Drive, particularly need for achievement, are motivated by excellence . . . constantly raising the bar for themselves and their performance.  Although money is not their goal in and of itself,