What's wrong with our sales team/strategy?
glen: A couple of thoughts:
1. Assign clients to your reps, so that they both don't service the same client.2. Don't worry about paying commission on a sale that occurred 2 days after the phone call. It is likely the rep played a key role in them signing up, so they likely earned most if not all of the commission.3. Consider increasing your commission rate and/or lowering your salary (if you are providing one). It seems to me that your reps are not terribly motivated. This lack of motivation can occur for a variety for a variety of reasons: role confusion and rule confusion (see #1 above), lack of financial incentive for new sales/commissions, too high of a base salary. Basically, you need to find the right level of giving them a solid enough base, but low enough for them to be really motivated to make new sales.4. Add a bonus if certain sales goals are met.5. Be generous - I've found that a number of startup folks under value the role of sales/marketing in a startup. If you have measurable sales goals and they are meeting those goals, then be generous.