What to stop paying for
- Booked meetings that don't advance
- Dials, emails sent, activity metrics
- Discovery calls with no next step
What to pay for
- Pipeline advanced to stage 3+ by segment
- Deals sourced from AE research (not just inbound)
- Expansion revenue with quality gates
Rollout tip
Grandfather the current plan for the first cycle. Show the AE what they would have earned under each. Trust wins over speed.