TOPLINE HOTLINE: Moving From Incentive-Based to Fixed Sales Compensation Models

This inaugural episode of "Topline Hotline," a new segment from the "Topline" podcast, features hosts Sam Jacobs, Asad Zaman, and AJ Bruno answering listener questions. The first question, sourced from a private Slack channel, asks about the feasibility and impact of switching from a 70-30 sales compensation model to 100% fixed compensation for a team of 30 or more Account Executives. AJ Bruno advises against this change, citing data and experience from CROs, including a German company that saw a 50% productivity jump in the US after implementing commissions. He emphasizes that sales professionals, especially top performers, are motivated by variable compensation and the opportunity to earn beyond their on-target income.