When should a founder-led company formalize sales comp and quotas, and does the timing change if you're documenting a playbook vs staying artisanal?
Quick take: Formalize comp and quotas when you have your 2nd or 3rd AE hire — not before, not later. With 2-3 AEs, you can compare attainment patterns and validate quota math; with 1 AE, every data point is noise. The "artisanal" alternativ…
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