Not once in my 20 year career have I seen a sales person held accountable for selling something that doesn’t exist. And yet I’ve seen countless engineers held accountable for not delivering something that was sold that didn’t exist. My single biggest frustration with our industry
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Profit = Revenue - Expenses A basic accounting identity. Just because you can easily measure someone's direct contribution to revenue doesn't mean you understand their contribution to profit. Made worse by VCs and news outlets reporting revenues as key numbers.
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As many have said, if I give away a dollar for 50¢, I can get you as much revenue as you want!
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No one gets rewarded for the problem that never happens.
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The cut of revenue the sales rep makes is usually commission because they typically work on a draw or a eat what you kill model. With that said, I’m a big fan of release bonuses, project delivery bonuses, etc for engineers. I also like to take care of support and back office
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