Hiring Managers: Can we please stop putting so much weight on how sales candidates have been performing to their past quotas?

Here's my take: 

 

There is no real standard on how quotas are determined across the industry. Some are annual, some are monthly, some are quarterly. Some are simply based on YoY revenue + stretch and don't account for other political and economic factors. Some are intentionally constructed to NOT BE MET. In my case, if I start to look like there’s a possibility that I will exceed my goal, the quota police jump in and adjust it up (with the justification that I must have been undergoaled initially). 

And second, many of the people not making their goals will lie about it anyway. I’m apparently incapable of lying about it, which is why my frustration. 

So all that to say, can we please stop screening sales candidates based on their ability to meet arbitrary goals at other orgs, and instead focus on asking questions that will help you understand if they will be successful in YOUR organization selling YOUR products/services? For example,

Regardless of whether they hit 3000% to quota at their prior company, if their sales process is not aligned with your process and product, they are possibly not the best candidate. But how would you know?

Focus on asking open ended questions that will help determine their Adaptability….

- “Since you haven’t sold xx before, tell me how you typically approach becoming an expert in new products”

- “This role requires management of a lot more accounts that your prior roles. What’s your approach for balancing your workload and engagement across clients?

- “This role is heavily focused on driving new business, and it looks like your experience is mostly in client retention. What would be your approach for identifying new prospects and managing cold outreach?”

And in other news….The average deal size at a candidate’s current company doesn’t not determine their ability to sell at your company’s average deal size.

Ok, rant over :) Would love to hear if others are frustrated with this as well, or have come up with other approaches?