What's the right playbook for a CRO inheriting a 'discount culture' sales org—do you reset comp structures immediately or grandfather in existing reps and tighten for new hires?
Resetting Discount Culture: The CRO Playbook DIRECT ANSWER BLOCK: Don't do a universal immediate reset — that's a trust-destroying move that triggers flight risk among your best reps. The right play is a phased dual-track approach: grandfat…
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