When a finance team stopped doing exception work, they found 90 days of hidden capacity, a quarter of their annual workload. Removing one product from commission payouts caused three salespeople to quit. Small process changes can unlock capacity or crater retention.
Second result I did not forecast, and now look for every time. Finance recovered 90 days of capacity. 90 days. Their year had been full of exceptional approvals, credit memos processing, and pricing reconciliation on the book. And when the exceptions stopped, a quarter of the finance department's year came back. I had no line item for that. Nobody does. That's the point. That's why you want to do it. All right. The second move, the commission ledger. At the start of Q2, the Quad 4 only book came off the commission ledger. If you sold it, you no longer got paid for it. 3 sellers chose to leave.
