April 2017 – The Sales Leader’s Guide to Setting Realistic Quotas

Like staring up from the base of a mountain and imagining the peak of it, sales leaders set quotas they want their reps to reach. However, in some cases, they aim too high and above a doable target, and what results is that they don’t just get the numbers wrong, they can cause serious harm to the organization and its sales reps.

A common practice, but one that can wreak havoc on a sales team, is setting quotas calculated according only to the prior year’s revenue—in other words…
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