Sales Compensation

Sales plans are behavioral blueprints. Learn how to structure commissions to reward multi-year deals and retention rather than just initial contract signatures.

This article defines commission structures and explores how startups use variable pay to align sales performance with company growth through quotas, base pay, and tiered incentives.

Understand sales quotas, how they interact with On-Target Earnings, and practical methods for setting performance requirements in early-stage startups lacking historical data.

This article defines commission draws, compares recoverable versus non-recoverable structures, and explains when startups should use them to bridge the gap during long sales cycles.