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2 resources from QuotaPath we point people to, and the questions each answers.

📄 Article

✓ Link checked Free Beginner

Shorter and blunter than a full diligence list, and it focuses on the comp plan itself: how pay is actually calculated and what realistic attainment looks like, which is where most bad offers hide. Good as the version you can read on the way to the interview.

What you need to know about a company before accepting a sales job

From QuotaPath by QuotaPath 8 min read

About 80 percent of reps hitting their number is the sign of a sanely set quota.
Ask what percentage of reps hit quota in the past six months before trusting the quoted OTE.
High turnover usually means the goals are unrealistic or the support is missing.
Ask who the top performers are and which traits they share.

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Answers How do I judge a startup's GTM before I join it, so I am not walking into an unhittable number?

📄 Article

✓ Link checked Free Advanced

Three concrete ways to handle the awkward case where the product sourced the deal, including a higher first contract rate with no expansion pay. It answers the specific question rather than talking about PLG in general.

How to build PLG sales comp plans

From QuotaPath 10 min read

58 percent of surveyed companies run a PLG model and 91 percent plan to push further into it.
Most cap expansion commission eligibility at 12 months from the initial deal, some at the first 90 days.
Paying 20 percent upfront is very high, and only makes sense when the account will clearly add users later.
If 30 percent of free users convert without an AE, build in a cliff or decelerator so you are not paying for organic conversion.

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Answers How do I build a comp plan that pays for the strategy we actually have this year? How do the best companies pay reps in a hybrid or product-led motion where the product sourced the deal?

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