Every SaaS Attorney Should Understand Sales Compensation.

I learned this early in my career.

Sales performance in enterprise SaaS is often assessed quarterly and the comp. structure for salespeople places a heavy reliance on performance/targets ie. closing deals.

That means the end of the quarter is chaos. Last-minute deals, frantic negotiations, emotional highs, and lows…

Planning a vacation at the end of the quarter?

Think again. You are needed to close the paperwork.

You have to absorb the stress of your clients.

When sales bring you a contract to close at EOQ, they’re often feeling like they’re losing control of a process they’ve been nurturing for months—or even years.

And they know time’s running out. So tensions are high.

But understanding and accepting this dynamic was essential to keeping my sanity.

It was about aligning my mindset with the reality of what sales teams go through.

This perspective helped me not take this personally, close deals efficiently and handle those high-pressure situations with a level head… most of the time (though some might disagree…😉).

And when I respected the person I was working with, I genuinely felt good knowing I played a part in helping them hit their targets.

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