JonnyBobby

Sales Manager

Old School Bravo

Personal Narrative

Setting Quota Expectations - when do you receive your quota?

When do most people receive their quota?

I'm a sales manager on a quarterly quota and I typically receive my quota 3 weeks into the quarter. Is this normal?

My reps' quarterly quotas do not change and they are set in the beginning of the fiscal year.

However, my quota just increased 50% from last quarter and I had no idea that was going to happen.

I work at a medium-size, public software company.

📈 Closing

💰 Compensation

🧢 Sales Management

14 comments

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UrAssIsSaaS

Arsonist

SaaS Eater

Your quota isnt just the sum of your reps quotas?

Sunbunny31

Arsonist

Sr Sales Executive 🐰

I'm wondering the same. If the rep quotas are set at the beginning of the year, why isn't the manager's?

UrAssIsSaaS

Arsonist

SaaS Eater

Ya idk sounds bizarre. Unless hes an IC and a manager

JonnyBobby

Old School Bravo

Sales Manager

No - it's not the sum of their quotas, but that isn't unusual in my experience. Usually, a manager quota Is a bit less than the sum of the reps because if every rep hits their number, it's a sign that you don't have enough reps.

Also, I'm not an IC and manager. Just a manager.

Appreciate the feedback though! I think it's weird as well - just want to get opinions from other salespeople like yourselves.

Sunbunny31

Arsonist

Sr Sales Executive 🐰

Yeah, I'd think yours would be set at the same time as the reps, with maybe adjustments along the way if needed.

UrAssIsSaaS

Arsonist

SaaS Eater

Thats interesting, I've never seen that before but cool for you that you dont have to carry that entire burden.

Diablo

Politicker

Sr. AE

That's good then, I know our managers don't have such things. It's combo of all the reps.

MCP

Valued Contributor

Sales Director

It’s usually 75-80% of the reps quota. The expectation is 1/2 will miss, so thats buffered into the manager’s quota.

Flippinghubs

Opinionated

Account Executive

Should be the answer

jackodiamonds

Opinionated

Account Executive

Rep here. This is normal at my large saas company. It always seems weird but we usually get our first half quota 4-6 weeks into the year, and a couple of weeks into the second half for the second half quota. Always a bit jarring to get hit with it retroactively but it is what it is, we at least know it’s going to be going up, been that way for years at my company.

FattySnacks

Politicker

Senior Account Executive

I’m 3 weeks into my new FY and won’t be getting mine for another month

Unforgivable89043

Opinionated

Enterprise Account Manager

I work at a mid-size public software company too and I receive my annual quota at the beginning of Q2 of my fiscal year. Management then just breaks that number down by quarter for my territory reviews

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I get my annual quota, broken into quarters, towards the end of December. But it does sound like your quota should just be some of the parts. If your VP wants to get cheeky, they can add a little on top of it, since it's expected for everyone to at least hit it.

CRAG112

Valued Contributor

Account Executive

Sounds like they want to PIP you.

How can nothing change expect your expectations?