20Sales: Rippling's CRO on Why Founders Should Not Create Sales Playbooks | Why Discounting is BS and How to Create Urgency in Deals | The Biggest Lessons on Pricing and How to Win the Pricing Game with Matt Plank

1453.092 - 1472.081 Matt Plank

you know, they would care and do the right things, but like you didn't need to incentivize them. And then we did that for like, you know, nine, 12 months. And we quickly realized, okay, this doesn't make sense. And this year, actually, we changed the compliance. I think like 70% of it is tied to selling new business and 30% roughly is tied to retention, specifically like dollar retention.