Is there a quota that is too high or too unreasonable to achieve? Or is that just an excuse?
youreonmute
Quota
4
I have no real data to back this up but I would wager that most quota carrying jobs in North America are unattainable to the majority of workers by design.
Right! So why do people get fired for not hitting their quota? Why not trust in the employees you hire?
@youreonmuteTLDR: someone needs to be blamed for failure
because C-level need to blame VPs, VPs need to blame Directors, Directors need to blame reps, reps need to blame SDRs, Sales needs to blame Marketing or their Sales Engineers.
At the end of the day, this is the leadership's fault for creating an unattainable quota and not training/supporting reps well enough. Yes, you will have your standout rep who rocks their number every Q, but not all sales reps are created equal and most need a lot of support.
because C-level need to blame VPs, VPs need to blame Directors, Directors need to blame reps, reps need to blame SDRs, Sales needs to blame Marketing or their Sales Engineers.
At the end of the day, this is the leadership's fault for creating an unattainable quota and not training/supporting reps well enough. Yes, you will have your standout rep who rocks their number every Q, but not all sales reps are created equal and most need a lot of support.
I do think management will set quota out of line for problem reps. Easy way to cull the herd.
💯
I think one easy way to tell is an example I've lived through:
Growth is insane, numbers rapidly increasing for ever rep. Cue best month in company history..... ONE rep hit quota. This is a sales org where I know of only 3 reps to ever get a Pip
Growth is insane, numbers rapidly increasing for ever rep. Cue best month in company history..... ONE rep hit quota. This is a sales org where I know of only 3 reps to ever get a Pip
Yes, of course there are quotas that are unobtainable. However, if no one on a sales team is hitting quota then it’s not really a good goal, is it?
It’s like professors who declare that half the students will fail their course. “Oh so you’re bad at your job then.”
A well designed quota should be attainable by most but not all. It should be logical, well thought out, and well communicated.
If you’re in a situation where no one on your team is hitting quota, it’s likely a systemic issue of the organization, not the sellers.
It’s like professors who declare that half the students will fail their course. “Oh so you’re bad at your job then.”
A well designed quota should be attainable by most but not all. It should be logical, well thought out, and well communicated.
If you’re in a situation where no one on your team is hitting quota, it’s likely a systemic issue of the organization, not the sellers.
Before my current role I would have said no, however I have to change that to yes now. We only had about 10/12 people out of a sales team of about 1000 hit their annual quota last year. I think the main problem is havinf global quota and not regionalising them.
Here's an example: I was the #4 rep (I think) in the world after Q3 at one job and I was at 50% of my annual quota. Only one rep made it to club.
So yes, plenty of quotas are made up. Hence that poll where half of us said our quota wasn't based on anything.
So yes, plenty of quotas are made up. Hence that poll where half of us said our quota wasn't based on anything.
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