How to Avoid the Failures of Quota Setting


Sales leaders need to give the sales team the best chance for success.  Increase the odds by setting quotas correctly.

Are you ready for next year?  What are you doing differently? Do you have a plan that will drive success? Sales leaders need to plan for what’s ahead.  An important piece of that plan involves the setting of quotas. Failing to set them correctly will impact your success.  Learn how to become an expert in the science of quota setting.

Life is good when quotas are aligned.  A salesforce typically experiences the following when set correctly:

  1. Higher employee morale
  2. Lower sales turnover
  3. Increased profits

Setting quotas should not be done in a vacuum.  In our Annual Research Report we discuss the creation of a winning sales strategy.  When building your sales strategy, you need to consider your organizational design.  Within this phase, there are six steps that should be…

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