The Art and Science of Setting Quotas

Mark Donnolo, Kevin Gray

 

Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation.

Prevailing practice contributes to poor quota-setting outcomes. These include an over-reliance on historic performance that may mask actual (...)

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