It's interesting that the CEO prefers more variable cost in a...

It's interesting that the CEO prefers more variable cost in a fast growing business. Intuitively you'd say it'd slow their path to profitability, but I'll go along with it for now.

Presume he felt some/most of the sales team were underperforming vs their salary element, sounds like they were chasing smaller accounts closer to home, instead of going after bigger fish further away. He did say there's a big difference among payors.

"... improvement in revenue quality [but] suboptimal salesforce coverage of existing territories resulting in poor productivity."
I assume "quality" means repeatability.

If it was growing 50-100% with some sales laggards (albeit it off a small base), then I'm interested to see what a full team of properly motivated salespeople can do. The previous numbers suggested the product sold itself - with the right effort - and I can't see that much has changed in that regard.

Anyone keeping tabs on the competition?