The War Room
Discussion
Post

Culture Amp has no individual sales quota

Do we have sales folks from Culture Amp here?


Ramon Elzinga, their VP of sales shares about building a team without individual quotas.


"The leadership team put reps into groups of five to seven employees, gave them a team quota to hit and managed them like you would any other employee. Along the way, business thrived to the point that the company is now aΒ $1.02 billion unicorn."


Really curious what's the team structure and comp-plan look like at Culture Amp.

https://builtin.com/sales/building-a-sales-team-without-quotas Inside the Billion-Dollar Startup Without Sales Quotas Quotas incentivize short-term thinking. But does that mean your team should get rid of them? It depends.
πŸ’° Compensation
🧒 Sales Management
4
CoorsKing
WR Officer
+11
King of the Coors Knights
I am really curious to hear someone's perspective who has a team quota.Β 

My experience (we tried it once for a quarter a long time ago) was miserable. 2-3 carry the team, 1 is average, and 1 does nothing at all and gets paid. Sure the 1 doing nothing will eventually get put on a PIP for missing KPIs, but until they do the 2-3 have to pick up a lot of slack.
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
It sounds like every college group project I was ever a part of. 2-3 of us doing real work, 1 guy that is there but really just bullshitting, and then the last person who shows up with a $5k shit deal at the last minute.
GDO
Politicker
+7
BDM
Is see freeriders, freeriders everywhere.
DJSpence
Catalyst
+5
Sales Director
Sounds like it pays to be a crappy rep to me.Β 

Might be cool to be a rep there but I sure as hell wouldn't want to manage anyone in that kind of culture.
DungeonsNDemos
Politicker
+7
AE of B2B
Gives me flashbacks to group projects in college... ugh.Β 

For that to work we would all REALLY have to gel well.
11
VP of Sales w an individual quota?
Discussion
15
8
Quota and Achievement : Team Vs Individual - which one will be more effective and why?
Question
16
26
Should Sales Managers be Responsible for Their Own Quota?
Discussion
65
Should sales managers be responsible for their own quota?
+238
KhaseLeonidas , Β  ChiBWS , Β  hellogrinch Β  and 238 people voted
*Voting in this poll no longer yields commission.