FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Re-evaluate your Q4 incentives. Lots of sales reps aren't making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers.
Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn.
Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team.
Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can't keep their top reps.