Trends Report

Beyond Quota Attainment — A Better Way To Evaluate Compensation Effectiveness

March 13th, 2023
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
With contributors:
Mike Pregler , Christian Jibilian , Arianne Burnette

Summary

Sales team quota attainment is the most used — and most misunderstood — measure of sales compensation effectiveness. Using this measure often leads to misunderstandings about seller performance because it isn’t evaluated as a distribution, doesn’t adapt to the sales organization’s year-over-year (YOY) growth, and isn’t an effective measure for aligning seller and company performance. In this report, we explain why companies should reevaluate how they are using quota attainment and shift to more effective measures of compensation performance.

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