The perfect sales comp strategy for today may not work tomorrow. This overview of employer life cycles will show you how to align your compensation structures with various organizational stages, including start-up, high-growth, and mature. We’ll dig into the details of leveraging pay caps, thresholds, upside opportunity, and more to ensure you succeed as you grow. You’ll learn the signs heralding each new phase, how to adjust as you expand your global footprint, and pitfalls to avoid.

Key Takeaways

• Identify the appropriate sales compensation structure for various growth phases, including start-up, high-growth, moderate-growth, and mature.
• Make a case for a change to the next stage of sales compensation model. • Identify the “watch-outs” at each stage and tactics to mitigate them.
• Understand how different stages impact sales-comp design elements, such as thresholds, upside opportunity, use of caps, pay mix, and pay frequency.