This episode of Quotaless features Andy Paul, entrepreneur, sales coach, consultant, LinkedIn influencer, host of the Sales Enablement with Andy Paul podcast and author of the recently released book Sell Without Selling Out.

Andy shares some ways sellers can sell better by performing variables that are under their control. At the same time, he also explores Goodhart's Law, which states that when a measure becomes a target, it ceases to be a good measure.

When applied to sales, this means that quotas should not be the measure used. Instead, companies should measure productivity. This has far-reaching consequences that will certainly get pushback, such as revising managers' variable incomes based on the percentage of reps who hit quota.