if "no decision" kills more pipeline than competitors, why does zero percent of comp address it?
we pay SPIFFs for competitive knockouts. we comp on closed-won. but the biggest lost-revenue bucket, buyers stalling into nothing, touches no comp plan, no enablement program, no dashboard at most companies. reps aren't paid to prevent stalls, they're paid to close, so stalled deals just get quietly abandoned for fresher pipeline and the pattern repeats. genuine question for RevOps and sales leaders: has anyone actually built incentives around de-stalling, comping on multi-threading depth, paying on revived deals, anything? or is this structurally unfixable because you can't comp an absence? feels like the biggest misalignment in GTM that nobody's engineering against.