Reviews and Expert Analysis · Sales
What's the right comp philosophy when your ICP changes mid-year—do you grandfather existing rep discounting authority, or reset the entire discount band and accept near-term friction?
A full reset of discount bands is necessary to align sales behavior with the new ICP and protect unit economics, but it requires a structured transition period and support. While all *new* opportunities must immediately adhere to the new discount policy, existing deals in the pipeline can be grandfathered for
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