You're only worth your quota
If I told you "You're only as smart as your GPA" that would be stupid.
If I told you "You're only worth what's in your bank account" that would be ridiculous.
If I told you "You're only as wise as the grey hairs on your head" that would foolish.
But if I told a seller "You're only as good as your revenue produced" that would just be called quota.
No one is just a number.
And no one is defined solely by the outcome.
That's obviously not how to treat people well.
And yet I hear sellers all the time saying "I want to be more than just a quota number."
But I just can't see how that's true.
To most companies, you are just a quota.
Your contributions to:
- helping teammates grow
- refining operations and processes
- sharing tribal knowledge on competitors
- innovating in messaging and value props
All mean squat if you don't produce.
And that's exactly why I have no loyalty to a company as a seller.
And I'm fine with walking out the door when I need to.
Until the idea that sellers are only as good as the quota they hit changes, don't expect sales burnout and turnover to improve.