The War Room
Question
Post

How many people actually hit their Quota??

Trying to convince the CEO that we need to pay out by meetings booked for ADR's and not only when they hit 100% of Qualified Ops.


Please take this poll, so I can give him stats that I was able to get from asking all you Sales Savages.

Do you always hit your quota?
Attached poll
*Voting in this poll no longer yields commission.
πŸ’° Compensation
6
Justatitle
Politicker
+8
Senior AE
It should be based on quality. Here’s the thing when you just go to opps booked it can lead to slippery slope of garbage in = garbage out. They could lower the opp number needed for quota.Β 
TheLaughingWolf
WR Officer
+7
Account Development Representative
Sorry, I sometimes what I write or say does not come out as what is in my head. lol

What I mean is, we should pay out on each qualified opportunity. Not just when a rep hits 100% of quota.Β 
Justatitle
Politicker
+8
Senior AE
Ohhhhh, in that case when I was a BDR the rule was that we had to hit 80% to qualify for the monthly commission. I agree that it shouldn’t be only if you get to 100%Β 
slaydie
Politicker
+5
Account Executive
Reps should be paid for every meeting instead of having to hit goals. Goals are supposed to be challenging so people strive to reach them. Of course they should also be attainable or else people will lose motivation - its a fine balance. But when you are thinking about setting goals and commission, put yourself in the reps shoe. If reps only get paid out when they hit 100% of quota then if they are pacing behind or end up taking vacation during a certain quarter then why would they even try, there is no incentive to book meetings. It's advantageous to sandbag and save those meetings for the next quarter. And with that you start getting reps that hit every other quarter. This used to happen at our company OFTEN because reps are smart so of course we play the commission game.

My company changed that when they realized what was happening. Most companies will value consistency and a steady stream of opportunities or revenue so if that's what your CEO wants then they should rethink how they pay reps. It makes sense to incentive them and pay them per meeting. You can have thresholds so for example - first 20 meetings are X amount, next 15 meetings are X x1.5 amount and anything above is X x2 amount or something like that. Having kickers or accelerators is key to keep people motivated and booking/selling more.

Does that help?
TheLaughingWolf
WR Officer
+7
Account Development Representative
That makes total sense, and I feel the same way. It would be so easy for a rep that is at 50% in the last week of the month, to just book those meetings for the following month.Β 

I am trying to get as much data as I can to bring to the CEO so I can change his mind.Β 

We already lost 1 rep because of our comp plan and I don't want to be loosing anymore.Β 

Thanks for your input, I really appreciate it.Β 
slaydie
Politicker
+5
Account Executive
Of course. Best of luck fighting the good fight.
Lambda
Politicker
+6
Sales Consultant
yearly quota or bust, the rest doesnt matter imo
TheLaughingWolf
WR Officer
+7
Account Development Representative
Unfortunately, we get paid monthly so that does not work for us. lol I am thinking of trying to get an additional bonus set up if we can hit our yearly goal.Β 
TheRealVladimirPutin
Opinionated
+5
AE
If I'm understanding this correctly, are the ADRs only paid comms if they hit 100% of quota?

Good luck hiring or keeping any top performing reps!
TheLaughingWolf
WR Officer
+7
Account Development Representative
Pretty much. Right now we have a 70/30 split. 70% if we hit our quota and 30% if we hit our daily touchpoints.

What I truly dislike about this payout is that it creates the mindset of pushing meetings to the next month if you are very behind, and I would prefer to have quality touches than just quantity.
TheRealVladimirPutin
Opinionated
+5
AE
Exactly, same applies to capped comms. 100% promotes sandbagging.Β 

Jump ship to somewhere you get paid for each qualified opp.Β 
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