Give 10 commercial teams the same product, the same territory, the same comp plan

Give 10 commercial teams the same product, the same territory, the same comp plan.

Check back in two years.

Some will have:

- Documented playbooks

- Deal review cadences that actually move deals

- Distributor scorecards

- Forecast accuracy above 85%

- A number they can predict

Others will have:

- Two hero reps carrying everything

- No process anyone can describe

- Tribal knowledge that walks out the door

- Constant churn

Same inputs.

Different discipline.

The commercial system is the product.