[unobfuscate]

Having lived through a company with long sales cycles (3-6 months +), they needed to pay sales people for the first 6 months, driving them down to full commission/zero pay after a year. So the experimentation was needed whether they were being hired on salary, or moving toward commission.

This is probably completely different for lower ticket items that have shorter sales cycles (like bug tracking software). But it also speaks to the risk they took, given that they weren't wasting money experimenting on the sales staff. (their effectiveness was quickly apparent).

[tptacek]

That's what happens when a company introduces its first successful product, but it isn't the steady state for a sales team, which will bring new account managers on for a long time after the product they're selling proves itself out.

An account manager hired into a 2-year-old sales team that has been making its quarterly numbers isn't going to be eased into commission comp.