How do we fix comp comp when we've created a monster—reps gaming deals, inflating pipelines, sandbagging, and comp costs are 45% of revenue instead of 15%?
First quarter: freeze commission structure, audit all deals closed in last 12 months (reverse-book 20% of "questionable" deals from commission). Parallel: announce new comp plan (lower rates, tighter controls). Second quarter: implement new…
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