mrjve

Account Executive

Member

Fire Starter

Good Citizen

Quota or no quota?

Hey all,

It's been a topic that was heavily debated within the sales community in my city.

Some went as far as saying removing individual quotas completely actually improved results and happiness for everyone all together. Basically moving to team goals only.

As expected, including myself, there was some intense feedback against removing individual quotas. Are overachievers still being compensated fairly and underachievers rules out as supposed?

Very interested in what you all think about this.

Individual Quota should last

Attached poll

Yes No

*Voting in this poll no longer yields commission.

💰 Compensation

🧢 Sales Management

🤷‍♂ Poll

15 comments

Sort by:

ThatannoyingSDR

Opinionated

Enterprise SDR

Maybe there's a happy medium?
Overall team targets = cash bonusses and
Personal targets = personal incentives
That way I'm personally motivated to hit my goals, but financially motivated to get my entire team up to scratch. What do you think?

Selichimorpha

Celebrated Contributor

Growth Executive

This is how we do it and it builds a lot of comradery especially on closing day.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

My thing is, there should be a group goal, however, there needs to be individual goals/targets as well.

If you move to solely a general group goal, then the bottom performers are still being rewarded for the efforts and results of the top performers. There are several studies that show how this concept won't work. More of a socialistic approach to sales removes incentive to be a high achiever.

CRAG112

Valued Contributor

Account Executive

And yet people on the 2nd and 3rd string, as well as the practice squad get Super Bowl rings.

Everyone is doing their job. Is it fair that only the most exceptional get rewarded for theirs?

BlueJays2591

Politicker

Federal Business Dev Director

I believe there needs to be individual quotas and there should be a huge gap in compensation for top performers and under performers. If you perform, you should be rewarded. If you don't, you should feel uncomfortable with your take home pay. Too often underperformers will sit on a decent salary until they get canned. Moving to a team quota will just make this issue worse.

Soiboi

Politicker

Account Executive, EIAS/Compliance

Improves happiness but I wonder what the net was the on the org. Why should I be working harder if my buddy over there's good for the Q or year. I had a structure like this once and I had to do a lot of work to cover the gap a rep on my team made with his 2 hour walks and lunches and no prospecting etc. With the right cookies sure it could work.

mrjve

Member

Account Executive

Well, basically you can rule these slackers out by addressing it in the team meetings. But I also do belief almost nobody will ever stand up.

Soiboi

Politicker

-2

Account Executive, EIAS/Compliance

Lol he was on the team for 9 months and we had a 1.5M quota. We addressed it for sure just took too long.

Soiboi

Politicker

Account Executive, EIAS/Compliance

Haters be hating

DadFather

Politicker

Enterprise Account Executive

Would love to see the other side of this - do companies with no personal quotas achieve similar financial targets?? Personally, if i didn’t have a quota, some level of motivation to overachieve would be lost (i think).

AlexT

Politicker

Account Executive

Quotas are essential, they provide responsibility and accountability which helps you get to the next level of performance. It keeps you focused.

CRAG112

Valued Contributor

Account Executive

So I can give you an objective ansd a timeline and that's all anyone needs to be responsible and accountable?

What happens when you encounter a situation you cannot navigate? When you need help? When you need anything? I already gave you what you need, right? Why are you asking for more?

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

hmmmm, at the end of the day we know our OTE going in to the gig. If I can still get that or overachieve, i'll consider it. Bank is bank.

Smithy

Politicker

Director of Sales

I am a big believer in individual quotas. The biggest problem I see with them is they keep going up based on no real metric other than ‘growth’

once we actually have sales leaders that understand that productivity comes first, they understand what sales reps can actually sell and target based off of that, all while having buy-in/alignment with marketing to produce that many leads; then quotas will continue to be missed by most.

Oh and that’s alongside PMF and having your ICP nailed.

CRAG112

Valued Contributor

Account Executive

How can an organization have true success when everyone is focused on themselves?

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

mrjve

Quota or no quota?

Individual Quota should last

15 comments

Related posts

Quota

Division/Vertical Quota Attainment?

Mislead about quota attainment