Best Practice Report

Leveraging Quota Attainment To Drive Compensation Effectiveness

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

Summary

Sales compensation programs are one of the biggest investments that companies and sales organizations make to drive growth, and they need to be balanced with company objectives to be effective. The most used and misunderstood measure of compensation effectiveness is quota attainment. It is typically used to determine the number of sellers within a team who achieved a quota over the evaluation of the sales team’s distribution of performance. Use quota attainment distribution to create balance and drive performance, and read this report to better understand how to improve the effectiveness of your compensation plans.

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