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How Salesforce Fixed Its Broken Sales Motion
Salesforce is the world’s largest enterprise software company, yet for years its own sales machine was leaking revenue through complex discounting and misaligned incentives. In this episode, we break down how CEO Marc Benioff and his leadership team overhauled the commission structure to align reps with long-term customer value rather than short-term deal closure. We look at the specific metric that changed: net retention rate. By tying a significant portion of executive compensation to keeping customers happy and expanding their usage, Salesforce turned its sales motion from a transactional…
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