SaaS companies with both self-serve and sales-driven models are advised to pay commissions on all sales leads their account executives cover, even those that close automatically or with minimal sales interaction, according to SaaStr.com. This guidance was shared in a recent post addressing how to determine when sales reps deserve commission for deals that seem to close organically or with little direct effort.
The advice comes from SaaStr founder Jason Lemkin, who explained that some deals naturally close faster or require fewer sales touches, but sales reps should still be compensated for all accounts they manage. Lemkin noted that paying commissions on all leads simplifies lead routing and account segmentation, avoiding complex tracking of which sales rep influenced each sale. He emphasized that in sales, some deals are easier and quicker to close than others, but this variability is inherent to the process.
This approach contrasts with traditional commission models that might only reward reps for deals they actively close, reflecting the evolving nature of SaaS sales where trial signups and automated touches play a larger role. The guidance aligns with broader trends in SaaS sales compensation, where hybrid models balance self-service customer journeys with targeted sales efforts. It also helps SaaS firms maintain consistent incentives for their sales teams amid increasing automation in the buying process.
The SaaStr post was published on July 4, 2026, providing timely insights for SaaS companies navigating commission strategies in hybrid sales environments. The full discussion and rationale can be found on SaaStr.com.