Understanding the post-termination exercise period for stock options is crucial for tech startup founders, advisors, board directors and early-stage venture investors. In this comprehensive guide, you’ll gain valuable insights into…

For companies that don’t have a self-service customer acquisition model, no other function ties more directly to financial results than Sales.  Because of this, it is critical to have strong…

In the earliest days of a startup venture, there are no published compensation rates or even good studies to use as guidance.  That’s because each company and founder situation is…

I can’t tell you how many startups go through the effort to think through the best method to compensate their sales team but don’t take the next step to document…

In the spirit of keeping a sales commission plan simple, many sales executives choose to use a simple straight-line methodology.  In other words, 88% achievement of the sales goal equates…

Compensating a sales team is a tricky and sensitive endeavor that requires a lot of advanced planning.  I previously wrote about my 5 Golden Rules of Sales Compensation.  But even if…

“Show me the incentive and I’ll show you the outcome” is a quote from Charlie Munger often used to describe the direct relationship between special compensation and behavior. Certain roles…

How much equity should you give to compensate an advisor?  Should the shares carry any special provisions like anti-dilution or change-of-control acceleration?  What about giving the advisor cash compensation?  Tough…

Unlock the potential of your startup’s sales team with effective sales compensation plans. In this comprehensive guide, discover the 5 golden rules that startup founders need to know to create…

We sometimes refer to quota-carrying sales reps as “coin-operated”, but it’s not actually an insult.  Charlie Munger, longtime vice chairman of Berkshire Hathaway, is quoted as saying “Show me the…