What's Your Compensation Plan?
There's all kinds of advice, models and formulas out there for paying sales representatives to sell Software-as-a-Service applications, cloud services and managed services. Experts don't necessarily agree on every point, one example being whether to pay sales representatives on a regular (monthly or quarterly basis) or pay compensation when the customer's payment is received.
There's no one best way to do it -- a lot hinges on a company's culture and objectives.
Here are some ideas and advice from people who have dealt with these questions, which a growing number of solution provider executives find themselves wrestling with today.