At what stage does a sales org move from 'leadership as top producer + manager' to 'leadership as pure operator' — and should comp philosophy shift at that inflection point?
Direct Answer Most B2B sales orgs cross the inflection at five to eight reps, roughly $3–5M ARR, when the cost of under-coaching exceeds the leader's personal production. At that point comp philosophy should shift: variable pay moves off pe…
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