How do you measure whether a rep comp redesign actually improved deal quality vs just hitting revenue number through the same old discounting behavior?
Quick take: Measure deal quality with a four-metric scorecard tracked over 4-6 quarters post-redesign: (1) average discount %, (2) gross margin per deal, (3) 18-month logo churn for new deals, and (4) net dollar retention on the cohort. If …
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