Sales Compensation

refoundai/lenny-skills

This helps you design sales comp plans that actually align with your business model instead of defaulting to the standard 50/50 base/variable split. You'd use it when hiring your first sales rep, fixing misaligned incentives, or dealing with problems like reps closing churny deals. The approach is based on frameworks from Jason Lemkin and Sahil Mansuri, focusing on tying compensation to customer retention and net dollar retention, not just bookings. It walks you through understanding your sales cycle and ACV, then designing incentives that reward the right behaviors. The core insight is that most comp plans are stuck rewarding closed deals while ignoring whether those customers actually stick around, which creates terrible incentives if your business depends on retention.

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1.5K

GitHub stars

1.4K

last updated

Aug 21, 2026

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