A compensation plan aligns your sales team to achieve your company goals. Before you even start to build your sales team, you should first nail down expectations of what they will do. It’s important these expectations are explicit and consistent across the executive team.
Once the goals of the sales team are set, it’s important to implement a compensation plan as soon as possible. The sales data you collect allows you to start building benchmarks towards the baseline activity needed for your sales reps to reach their goals. Even if the founders are selling themselves (highly recommended), there needs to be data points that prove a salesperson can earn a good living if they put in the work.