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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