Recently, my team needed to transition from a “growth team” (a scrappy mix of marketing and sales with fixed salaries) to a dedicated with an incentive structure. While I didn’t have 20 years of tech-sales experience or a playbook to reference to define that structure, I did have the ability to run a nerdy mini due-diligence and come at the problem with fresh eyes.

I interviewed more than a dozen early-stage sales leaders and scoured the Internet for insight. In the end, I came up with a set of questions that any tech startup CEO or early-stage sales leader can ask to figure out how to pay their first sales hires.

While I can’t cover the full breadth of topics on defining a structure, I

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