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?
Quick take: The transition from player-coach to pure operator happens between $5M and $15M ARR for most B2B SaaS orgs, triggered when the manager's deal load exceeds 20-25% of their time. Comp philosophy MUST shift at the transition — from …
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