Zaid K.

Damian O. Appreciate this perspective. I agree these are foundational, especially clear entry/exit criteria and consistent governance. What I’m curious about is what teams do after they’ve put these in place, but still see confidence erode between reviews as buyer timelines or priorities shift. That gray zone seems to persist even in fairly mature setups.

Jessie T. Alexandra B. This is really helpful, appreciate both of these perspectives. Totally agree that enforcement only works if it mirrors how deals actually move, otherwise sales will just route around it. The tension I keep seeing is that trust often breaks before there’s an obvious moment to intervene, which is why teams end up compensating manually later. The buyer-action framing especially resonates. That feels like the right long-term anchor for trust, not just internal stage movement.

Paul W. Totally agree, rep-facing friction almost always leads to workarounds.

Collin S. This is super helpful, especially the point about reviews being reactive. Appreciate you sharing what’s worked.