Transitioning to On-Target Earnings Model and Implementing Rep Scorecard for Coaching Opportunities

Exploring the shift to an on-target earnings model at Workiva, focusing on setup accuracy, market comparisons, supporting junior reps, and balancing the plan. Metrics are used for sales analysis by product, team, and region for financial accountability and future deal crediting, alongside a rep scorecard with 26 competency metrics for coaching and feedback.