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Happy to go into it in more detail, but the salient points are in the piece: sales folks are eligible to make more -- but can also make less. This is in keepin

Happy to go into it in more detail, but the salient points are in the piece: sales folks are eligible to make more -- but can also make less. This is in keeping with the way enterprise sales is done more or less everywhere: sales is different from every other company activity in that it is very quantifiable. I don't think that there's a whole lot more to say about it?

Arnt 1y ago
Do you to to quantify promises they make? Sometimes salespeople boost their metrics by promising features that come from other people's work. But they also sometimes provide valuable information on what people are willing to pay for (very different from what they say the want).
- bcantrill 1y ago
  One important detail: their comp model is different -- but the hiring model is the same. And that has yielded a deeply thoughtful and customer-centric sales team. We are very mindful of go-to-market anti-patterns![0] [0] https://softwaremisadventures.com/p/uncrating-the-oxide-rack-bryan-cantrill-steve-tuck https://softwaremisadventures.com/p/uncrating-the-oxide-rack...
theoryofx 1y ago
"this is in keeping with the way enterprise sales is done more or less everywhere..." For non-sales roles you're doing things very differently than (most) everywhere else, which is why it seems like a compromise to give in to an 'industry standard' model for enterprise sales. The fact that sales is quantifiable doesn't explain why sales people get instantly rewarded with cash comp (+ equity) while everyone else on the team might wait years for a potential liquidity event. The real explanation for why sales people get paid so well is that some really good sales people sold the idea of a highly favorable 'industry standard' model for enterprise sales.
- bcantrill 1y ago
  Do not walk by their lower base! Sales people can make more -- but they won't unless they crush their number.
- lbotos 1y ago
  > why sales people get instantly rewarded with cash comp while everyone else on the team might wait years for a potential liquidity event. Because sales people also do not make money if they don't sell? What's your counter proposal on how they should pay and attract top sales folks? I know some sales folks who would love to have $200k base with no variable component: The bad ones. Every salesperson that I've ever worked with that was worth their salt was worth the commission they made.
  - ec109685 1y ago
    You could say the same thing about paying everyone a flat salary that you attract the middling ones. And no way all salespeople are worth all the commission they are paid as all times. You think the quality of Anthropic’s salespeople had much to do with them crushing their numbers as Claude exploded? Even the most incompetent salesperson could sell their service if it’s currently the best model out there. While that should increase everyone’s equity, it’s dumb that non-salespeople can’t participate in that abundance.
    - lbotos 1y ago
      > You could say the same thing about paying everyone a flat salary that you attract the middling ones. This depends on where your flat salary lands right? 200k base pay for remote is a very good salary for most of America. The hiring process will weed out the middling ones. > You think the quality of Anthropic’s salespeople had much to do with them crushing their numbers as Claude exploded? You are right -- a rising tide raises all ships. > it’s dumb that non-salespeople can’t participate in that abundance. I think most people can't stomach the risk of the variability. Or else they'd become sales people :D
      - 1y ago
zem 1y ago
do sales folks have the option to take the flat salary instead? or is that seen as a lack of confidence in their abilities?

Arnt 1y ago

Do you to to quantify promises they make? Sometimes salespeople boost their metrics by promising features that come from other people's work. But they also sometimes provide valuable information on what people are willing to pay for (very different from what they say the want).

bcantrill 1y ago
One important detail: their comp model is different -- but the hiring model is the same. And that has yielded a deeply thoughtful and customer-centric sales team. We are very mindful of go-to-market anti-patterns![0] [0] https://softwaremisadventures.com/p/uncrating-the-oxide-rack-bryan-cantrill-steve-tuck https://softwaremisadventures.com/p/uncrating-the-oxide-rack...

theoryofx 1y ago

"this is in keeping with the way enterprise sales is done more or less everywhere..." For non-sales roles you're doing things very differently than (most) everywhere else, which is why it seems like a compromise to give in to an 'industry standard' model for enterprise sales. The fact that sales is quantifiable doesn't explain why sales people get instantly rewarded with cash comp (+ equity) while everyone else on the team might wait years for a potential liquidity event. The real explanation for why sales people get paid so well is that some really good sales people sold the idea of a highly favorable 'industry standard' model for enterprise sales.

bcantrill 1y ago
Do not walk by their lower base! Sales people can make more -- but they won't unless they crush their number.
lbotos 1y ago
> why sales people get instantly rewarded with cash comp while everyone else on the team might wait years for a potential liquidity event. Because sales people also do not make money if they don't sell? What's your counter proposal on how they should pay and attract top sales folks? I know some sales folks who would love to have $200k base with no variable component: The bad ones. Every salesperson that I've ever worked with that was worth their salt was worth the commission they made.
- ec109685 1y ago
  You could say the same thing about paying everyone a flat salary that you attract the middling ones. And no way all salespeople are worth all the commission they are paid as all times. You think the quality of Anthropic’s salespeople had much to do with them crushing their numbers as Claude exploded? Even the most incompetent salesperson could sell their service if it’s currently the best model out there. While that should increase everyone’s equity, it’s dumb that non-salespeople can’t participate in that abundance.
  - lbotos 1y ago
    > You could say the same thing about paying everyone a flat salary that you attract the middling ones. This depends on where your flat salary lands right? 200k base pay for remote is a very good salary for most of America. The hiring process will weed out the middling ones. > You think the quality of Anthropic’s salespeople had much to do with them crushing their numbers as Claude exploded? You are right -- a rising tide raises all ships. > it’s dumb that non-salespeople can’t participate in that abundance. I think most people can't stomach the risk of the variability. Or else they'd become sales people :D
    - 1y ago

zem 1y ago

do sales folks have the option to take the flat salary instead? or is that seen as a lack of confidence in their abilities?