2 researched Goodharts Law entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.
Direct Answer A [CRM hygiene policy](https://www.salesforce.com/products/sales-cloud/) reps actually follow in 2027 is built on exactly four required pillars per open opportunity — STAGE (matches the rep's own honest description, not aspira…
Read full answer ↗Direct Answer Stop paying SDRs on MQL volume. Pay them on Sales-Accepted Opportunities (SAOs) that survive an AE acceptance gate, then claw back any opportunity that an AE disqualifies within a defined window. MQL count is an activity proxy…
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