YOUR CHURN PROBLEM STARTED IN THE COMP PLAN

Summary from the TLDR Founders newsletter

Your reps are hitting their targets, but a year later the customers are gone. One founder in this piece lost 30% of the previous year's new customers and wanted to know what was wrong. The answer starts with what reps get paid to sell. In a separate Airtable example, a birthday-calendar user counted as much toward the new-logo target as a team running a critical workflow. Airtable began scoring prospects against its best customers, giving reps smaller account lists and paying more for customers with room to grow.