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Are your quotas monthly, quarterly, or yearly, and how do you adjust accordingly?

I'm in a role with monthly quotas, which I enjoy, but looking to move into a sales role that has quarterly quotas. I'm curious to see if anyone has made a similar switch, and how it affected your pursuit process.


To add to that, what are some tactics you use to get yourself off to a fast start with your quota?



EDIT: I have to say I mean moving into a role that potentially has quarterly quotas due to longer sales cycles. My current sales cycles can be as short as 45 minutes and we try to never go past two weeks, hence the easy monthly quotas. It all depends on where I end up if I leave my current role.

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
4
softwarebro
Politicker
+4
Director of Sales
Annual quota. Perpetual license paid in lump once new custy pays. Term license paid 50% at signing and 50% At year 2 invoice. Services commissions are paid once product goes live. Account strategy and the channel are key in the enterprise space.
Savagedoge
Politicker
+7
Account Executive
My quota is monthly. But the commission paid out quarterly. It works for me really, getting my hands on a lumpsome.Β 

I do however build my pipeline as if it's a quarterly quota though.Β 

Why do you want to move from monthly to quarterly though? And why wouldn't you have a chat with your existing employer if they can accomodate?
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
My commission is paid out monthly as well, which I don't mind.A s for the move, it's moreso a new challenge and going to a company that will allow me to grow my sales skills more as well as potentially open new doors.

I love the company I work for, but things are VERY rigid in terms of quota, commission structure, salary, etc. I'm successful here with a lifetime 135-140% to quota, but I know we are undervalued in relation to the industry and I can do better as a result.
ChiDawg
Politicker
+4
Senior Account Executive
My quotas are yearly, with no company defined monthly or quarterly targets. Commissions are paid out monthly.Β 

I do my own tracking to see where I stand on goal achievement and set my own targets for each month and quarter. Not having to worry about end of month or end of quarter stress is definitely a plus, but only having that one big annual number can be pretty intimidating at times.Β 
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
I think that's the one thing I'd feel is having that one BIG number and seeing that constantly can be intimidating -- or motivating, depending. If it's realistic I think would be the biggest thing for me, because for example in my current role I feel that there's no reason I shouldn't be able to sleepwalk my way to quota each month. As long as it isn't an egregious number, I don't see issue.
ChiDawg
Politicker
+4
Senior Account Executive
I agree on the attainability aspect. It may look like a big number, but as long as it is reasonable it can provide some extra motivation to hit it. Or you can do the math on what you would make if you hit the annual goal and that helps too!
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Ch
ChunkyButters
Politicker
+5
AE
Yearly quota. Commission paid monthly.Β 

I don't think anything really changes on the date my quota is tied to. I'm still going to prospect as much as I can consistently, still going to try and close deals consistently, etc. I think the product defines the quota date more than anything. If you have a monthly quota, your product sales cycle should be quick. If it's a yearly quota, it's likely a longer sales cycle. But working to consistently fill top of funnel should alleviate any quota concerns.Β 
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Yearly, paid annually (yes, that part sucks but base eases the pain). In all previous roles I technically had monthly quotas but they were realistically quarterly.

Here are some quick pieces of advice:

-Go someplace where there is a team you can learn from while doing that transition. People who have been there a while and/or seasoned vets would be some indicators.
-Do the painful stuff as soon as possible (training, case study reviews, building a target account listing)
-Prospect, prospect, prospect. With longer sales cycles, you being able to build your own pipeline is SO important. Some of them can even start to land around the same time.Β 
-Focus on going about things the right way rather than trying to just close as fast as possible. You're going into a role in which building blocks for deals are going to become a lot more important.
-If you've never looked at close plans, mutual decision plans, whatever you want to call them, I'd learn about those.




WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
I'm really big on asking questions and picking the brains of successful/tenured reps. Also big on managerial feedback, constructive 1:1's, all that. I think learning how to slow down a bit will be huge for me, and managing prospecting for longer hauls. I appreciate the insight immensely!
CuriousFox
WR Officer
+11
Senior Account Executive
Monthly, but they really look at the quarter since deals get moved back a month easily.Β 

As long as they (mgmt) see a strong pipeline and good notes they are fine.Β 
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Interesting. I'm assuming sales cycles have some length to them then on avg?
CuriousFox
WR Officer
+11
Senior Account Executive
You are correct πŸ’―
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