The Commission Plan Rewrite

The sales commission plan is causing problems: [CURRENT PLAN, WHAT BEHAVIOR IT REWARDS, WHERE REPS GAME IT, WHAT THE COMPANY ACTUALLY NEEDS THIS YEAR - NEW LOGOS, EXPANSION, MULTI-YEAR, WHAT FINANCE COMPLAINS ABOUT]. Rewrite it: the one or two behaviors to pay for (every metric past the second dilutes all of them), the accelerators that reward overperformance without bankrupting the quarter, the clawback and timing rules stated so clearly no rep is surprised, the edge cases (splits, churned deals, house accounts), and the communication plan - because a commission change lands like a pay cut even when it is not.