Over the next few years, Hubspot continued to evolve their sales compensation plan to reflect the ne

But after observing some of the initial churn rates of particular customer segments, the company re-emphasized the importance of closing the right customers, and added a churn component to the compensation structure of the sales teams, to ensure that the sales teams were pursuing the right kinds of customers. Over the next few years, Hubspot continued to evolve their sales compensation plan to reflect the needs and the priorities of the business.