A percentage of customer payments would reward sellers for collecting money, so variable pay should be tied to a leading indicator of retention Listen
Mark says paying a share of the monthly or annual customer payment would let sellers collect every month without doing anything. He argues sellers should feel the pain of a missed month or quarter and the upside of a strong one, so the plan should carry end-user value back to the point of sale. The leading indicator is the action a customer takes in the first month that predicts they will stay. He gives HubSpot's five or more features and Slack's 2,000 team messages a month as examples.
“we can't pay them like a percentage of the monthly payment from the customer or the annual payment from the customer, because then they'll just be like collecting money every month without doing anything.”
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From There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro).