30 Minutes to President's Club | No-Nonsense Sales

The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead)

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PLAYBOOK TAKEAWAYS:

  • Aim for 70% attainment and 70% participation to create a winning culture.
  • Avoid feast-or-famine environments where only a few reps succeed.
  • Use historical data to set quotas based on pipeline, win rates, and deal size.
  • Every quota increase must be backed by an investment in pipeline, win rates, or deal size.
  • Revisit quotas once per year, unless there’s a massive skew in attainment.
  • Communicate quota changes with transparency and clear justification.
  • Avoid high attainment with low participation, which creates resentment and turnover.
  • Quota planning should be a business decision, not just a sales decision.
  • Keep top reps busy before adding more headcount to avoid diluting pipeline.
  • Simple, fair comp plans drive engagement and motivation.


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      30 Minutes to President's Club | No-Nonsense SalesBy Armand Farrokh & Nick Cegelski
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