How much discount resistance should a CRO expect from the sales org when tightening approval, and what's the playbook for managing the productivity dip during the transition?
Expect moderate-to-high resistance — roughly 60–70% of your rep base will push back. The playbook: pre-announce with a why, grandfather open pipeline, adjust comp to reward margin (not just ACV), deploy CPQ enforcement in week one, and run …
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