I Quit: What really goes on at Apple

Re:I Quit: What really goes on at Apple by zaroth on Wednesday April 08, 2015 @09:00PM (#9345196)

I completely agree there are negative externalities to focusing purely on next-quarter's bookings. But specifically around attracting and retaining salespeople who deliver bookings, if you pay basically nothing before they hit quota, and then piles of hard cash as they rack up the numbers, you tend to starve out the under-performers.

It's not 'proof' by any stretch, but I was recalling this article while typing the original comment: http://www.saastr.com/a-framework-and-some-ideas-for-your-fi...

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Re:I Quit: What really goes on at Apple by dietrichepp on Wednesday April 08, 2015 @10:20PM (#9345490)

I feel like sales commission plans can take a surprising amount of time to really damage a company. Yes, you want to weed out the weak performers. But in SaaS, it's too easy to reward sales when they're actually disrupting product strategies and making everyone else's work harder.

I don't entirely recommend this book, because I feel that its arguments are not as well supported as they should be, but it is at least an interesting scan: http://www.goodreads.com/book/show/541132.Punished_by_Reward...

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