Four Reasons for Quota Failures
AUGUST 15, 2017
To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. Is the sales incentive bar set too high? “I ignore the quota,” Theresa the salesperson said. “No No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.”. Steve piped up, “We don’t worry about the quota; it’s a yearly number and no one tracks it.”.