Navigating Compensation in Leadership

This chapter explores the shift from a product-led to a sales-led approach within a leadership team, focusing on strategic decision-making in compensation structures. It highlights the implications of hiring sales representatives, the complexities of balancing base salary and on-target earnings, and the disparities in compensation between technical staff and sales teams. The discussion emphasizes the need for fair compensation strategies and how market dynamics impact hiring and talent retention in the competitive B2B software landscape.