I need some help building a solid sales comp structure.
Here's the situation...
Sales reps are selling $4k-$50 ARR sized deals. Implementation fees are anywhere from $1k-$10k. So year one the deals have say... a $5k TCV ($1k implementation fee + $4k ARR).
Should implementation fees get paid out at 10% just like the ARR or should they get paid out differently?
Sales cycle is anywhere from 2 days to 2 weeks to 2 months... depending.
Any other suggestions for a sales comp structure for these sized deals?