Post by Everstage

Name: Your CRO looks at the Q2 numbers and asks: "Why aren't reps selling multi-year contracts?" Your com
Uploaded: 2026-06-29T14:30:12.628Z
Channel: Everstage
Description: Your CRO looks at the Q2 numbers and asks: "Why aren't reps selling multi-year contracts?" Your comp plan already told them not to. If the discount reps have to give to close a multi-year deal is bi

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Your CRO looks at the Q2 numbers and asks: "Why aren't reps selling multi-year contracts?" Your comp plan already told them not to. If the discount reps have to give to close a multi-year deal is bigger than the accelerator they earn for selling one, the plan is telling them not to sell it. And they're listening. Siva, our Co-founder & CEO and Sophie Buonassisi spent an hour discussing this. When rep behavior doesn't match what leadership wants, the plan is the first place to look. The full episode covers the bolt-on AI trap, the $1M AE math, and why your comp plan should fit in 60 seconds. Link in comments.

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