Spot on!

Creating the right commission/compensation structure is super tough and crucial to create a scalable sales force.

In my experience that's not the first challenge startup founders have when they start their sales team.

First, figure out what sales channels/models are predictable and repeatable for your product/market.

Once you've validated a lot of assumptions reg sales model you can move on and worry about sales execution & scalability etc.

And at that point you better bring in someone who's done it before and knows how to create commission structures that will work for your company