Last but not least, it's important to think about how you incentivize your sales force to bring up payments in the conversation with your users.

There are several ways to incentivize your users. Most commonly, the following models are being observed:

 Pay your sales reps a percentage commission on the realized payment margin every month for X months (so for instance, 10% of payment revenue for 6 months).

  • Add a kicker to your regular commission plan (so, instead of paying out 100% commission on a deal, you pay 150%-200% if payment is sold as part of the sale.

  • Give a one-time bonus if payments are sold and tier the amount to the size of the user.

  • Make attachment rates part of the yearly ARR goal.