How do you redesign comp for reps when your pricing model itself is the problem (e.g., list price is 2x market, discounts are table stakes) — do you fix pricing first, or layer comp changes on top of a broken model?
Fix Pricing First. Comp Changes On Top of a Broken Pricing Model Is Lipstick on a Structural Problem. You cannot compensate your way out of a pricing architecture failure. If list price is 2x market and discounts are expected before "Hello,…
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