How do you measure whether a rep comp redesign actually improved deal quality vs just hitting revenue number through the same old discounting behavior in 2027?
Direct Answer Compare pre- and post-redesign cohorts, not bookings. Track discount depth and distribution, ICP-fit, term mix, and margin at close, then cohort GRR, NRR, and early-churn 12–24 months out. Confirm rep behavior actually shifted…
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