The War Room
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How many months per year should an AE be allowed to miss his/her quota without losing the job?

Please add your reason of choice selection in comment πŸ‘‡

Months quota missed :
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1
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
1 month, anomaly, 2 months pattern, 3 months cmon man. Live life a quarter at a time
Salespreuner
Big Shot
+11
Regional Sales Director
Absolutely πŸ’―. Thanks for the input @CoffeeIsForPosersΒ 
CadenceCombat
Tycoon
+13
Account Executive
It really depends...Β 

Car Sales? 3 - 4 months seems more than fair...

Enterprise Saas? Most quotas are broken down quarterly so it doesnt make sense to frame it monthly...

Assuming at least 60 - 70% of your team is hitting quota consistently, 2 consecutive quarters of missing your number is definitely cause for concern.
Salespreuner
Big Shot
+11
Regional Sales Director
Totally relatable. Thanks for the inputs
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
I've seen people go 300%, under 20% and then 200%+ in consecutive years. A one size fits all decision making set ignores way too many variables.
Salespreuner
Big Shot
+11
Regional Sales Director
That's right. Great πŸ’―. Thanks for dropping by and adding your input
JustGonnaSendIt
Opinionated
+4
Burn Towns, Get Money
Agree with this @CaneWolfΒ . I think it's a combination of quota attainment and pipeline that should help draw the picture. Plenty of larger / longer deals have a more cyclical nature. During the down cycles, if a rep is laying mad pipe, that should keep the heat off their back while the deals mature.
funcoupons
WR Officer
+11
up in Fiji, under paddy
Three months is a decent place to start, but could be too short or too long depending on the situation.

Why is the rep not making quota? Are they lazy? Are they working really hard but need extra training? Are they an excellent rep just going through a rough period through no fault of their own?
Salespreuner
Big Shot
+11
Regional Sales Director
Some great questions - either of them will surely give the right answer. P.S : they are okayish Reps aggressive to hit volumes, soon
Kodiak
Politicker
+5
Senior Account Executive
Quota can be subjective and shouldn't be viewed as a simple "did they hit?"

We have the swinging reps who go big one month and then are almost silent the next month. In the big months, they are noticed and celebrated.Β 

Then we have the consistent rep who hasn't hit quota a single time this month but each month has been just short. They are never mentioned.Β 

On the year, the consistent rep is bringing in more money because of their consistency.Β 
Salespreuner
Big Shot
+11
Regional Sales Director
Consistent Rep - absolutely. Am with that more than quota alone. Thanks for adding inπŸ‘
Chep
WR Officer
+10
Business Development Team Lead
Depends on the quota🀣🀣
Salespreuner
Big Shot
+11
Regional Sales Director
Ah, yes, gotcha🀞😁
Bittersweet0326
Politicker
+5
Digital Business Associate
I think it depends on how they look for the year as a whole. If they are missing quota here and there but hit expectations for the year I can't really fault them.
Salespreuner
Big Shot
+11
Regional Sales Director
Year, works best indeed. Thanks for adding in
Indakitchenwhippin
Politicker
+4
Channel Sales
Too many variables at play, is your entire team/company eating shit? Are you the odd man out? Is your quota unreasonable? Does your management have their heads in a cloud?

Its all circumstantial
Salespreuner
Big Shot
+11
Regional Sales Director
I can understand there are too many variables :). Wanted a generic perspective as such. Not the odd man out πŸ‘
2
Commission level and ave sales per year
Question
11
4
What % of your sales org will hit quota this year?
Question
6
What % of your sales org will hit their quota in 2021
+36
healthcaresaas , Β  ChiDawg , Β  Tomahawk Β  and 36 people voted
10
FEELINGS- Your commission is annual (ARR) but the customer paid monthly (MRR) and if there is a churn in the next few months, the company will deduct by increasing your quota and taking the equivalent amount $$ from your quota in the next month.
Discussion
10