Agree with this @CaneWolf . 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.

Salespreuner

Big Shot

Regional Sales Director

That's right. Great 💯. Thanks for dropping by and adding your input

Coffeesforclosers

Notable Contributor

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

Regional Sales Director

Absolutely 💯. Thanks for the input @CoffeeIsForPosers

CadenceCombat

Tycoon

Account Executive

It really depends...

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

Regional Sales Director

Totally relatable. Thanks for the inputs

funcoupons

WR Officer

👑

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

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

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.

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.

On the year, the consistent rep is bringing in more money because of their consistency.

Salespreuner

Big Shot

Regional Sales Director

Consistent Rep - absolutely. Am with that more than quota alone. Thanks for adding in👍

Chep

WR Officer

Bitcoin Adoption Specialist

Depends on the quota🤣🤣

Salespreuner

Big Shot

Regional Sales Director

Ah, yes, gotcha🤞😁

Indakitchenwhippin

Politicker

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

Regional Sales Director

I can understand there are too many variables :). Wanted a generic perspective as such. Not the odd man out 👍

Bittersweet0326

Politicker

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

Regional Sales Director

Year, works best indeed. Thanks for adding in

Njanack

Good Citizen

SDR

If they can't meet quota for 4 months consecutively

Salespreuner

Big Shot

Regional Sales Director

Glad for this input. Any reasons to choose so?

NeildeSaaSTyson

Contributor

Senior Account Executive (MM)

Depends on the length of the sales cycle, but I'd say 3 for a plan, maybe not termed immediately but def on high alert.

The other side is looking at the job as an attainment balancing act... Miss, miss, miss, 500% = 125% average... is that so bad? Have seen that in true enterprise sales.

To balance these ideas our company looks at trialing 6 month rolling attainment average before sounding the alarms. If you're under 70% you're on borrowed time (which roughly means 2-3 sizable missed not balance by super overachievement).

Salespreuner

Big Shot

Regional Sales Director

The point you've put up is 100% valid. Great to hear your firm's strategy.

harebrained

Politicker

Enterprise Account Executive

I have coworkers going on 3 yrs of tenure without ever hitting annual quota... Bosses know when the quota's are f*cked I guess. 2/20 of us hit lat year, and maybe 3/20 on track to hit this year.

This question can have a ton of answers depending on what you are selling

Salespreuner

Big Shot

Regional Sales Director

Yes, that's the right answer too. This question has many answers and I'd love to understand on the product your folks sell - what sort of SaaS is it?

CuriousFox

WR Officer

🦊

Absolutely circumstantial.

RckChlkG33k

Big Shot

AE (Account Executive)

I think it really depends on the length of a sales cycle. I've had one call close jobs (not recommended) and also enterprise-level Account Executive jobs.

If the one-call close job hasn't hit a monthly quota in 3 months, that may be something to consider. But I don't even have monthly quotas in my current gig because the sales cycle is so freaking long.

CRAG112

Valued Contributor

Account Executive

How months in a row should a sales person be allowed to miss a number?

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How many months in a row should a manager retain their job while their team fails.