Churn and retention are the best indicators of customer lifetime but they take too long to tie to your sales comp. Mark says find an “aha moment” in your product or service your customer completes in the first two months that flag them as an ongoing success. Pay the sales rep half their commission when they sign the contract, and half when that “aha moment” happens. Some popular examples of how a company knew a customer would be successful: Dropbox—when an account has added one device, one file, and one user. Slack—once a team exchanged 2,000 messages. Hubspot—once the customer used 5 out of
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