How should a VP Sales balance CPQ controls for a young sales org (reps learning deal mechanics) versus a mature one (reps trusted with autonomy), and where is the inflection point to loosen?
CPQ Controls: Young Org (Tight Rails) vs. Mature Org (Earned Autonomy) A young sales org needs CPQ as a guard rail and a coach — hard discount floors, mandatory approval chains, and guided selling logic that encodes your pricing strategy in…
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