Stop Debating Fixed Pay. Start Fixing What’s Broken.

A few weeks ago, I was sitting with a founder who confidently said 

“We don’t want salespeople asking for higher fixed pay. Let them earn through commissions.”

It’s a line I’ve heard dozens of times over the years.
And every single time, it comes from someone who’s never carried a monthly sales target.

Founders often believe commissions automatically drive performance.
As if dangling an incentive magically converts calls into closures.

But here’s the reality money doesn’t sell, value does.

If your product is still searching for product-market fit, your marketing engine is underpowered, and your brand recall is close to zero even the best salesperson will struggle.
You can’t copy the compensation model of an industry giant when your own ecosystem is still learning to crawl.

Salespeople don’t reject commissions 
they reject broken systems where 20 demos lead to no decisions,
where leads aren’t qualified,
and where “follow-ups” become a full-time job.

Before you redesign the pay plan,
fix your foundation:

• Strengthen your product maturity.

• Refine your positioning and narrative.

• Build marketing momentum that brings real buying intent.

Once those elements fall into place, commissions start to make sense.
They become fuel for growth, not a desperate carrot for survival.

Until then 
Don’t blame your sales team for low conversions.
Blame the lack of an environment worth selling in.

Because at the end of the day 
Salespeople don’t create market demand; they amplify it.

If this resonates and you’d like to discuss how to build a stronger sales ecosystem, feel free to write to choudhary.nrj@gmail.com or connect directly at 984617782.