Sales Compensation: Beware, You Get What You Ask for – Andreessen Horowitz

The CEO/leadership team needs to make up its mind about what it is they want most because they can’t have it all. This is really key and can’t be ignored. It’s also very counterintuitive for many f…

Few things are more motivating for quality salespeople than giving qualified reps a seat at the decision-making table. Especially when they’ve only been exposed to the “coin-operated” salesperson mindset, where their role is highlighted when they hit their numbers but otherwise marginalized. Yet when it comes to incentivizing team members, there’s no single thing a founder could do that significantly correlates with success (r2 almost equals 1!) than a compensation plan done well...