Quota-setting. If that phrase causes a twinge of pain, you are not alone! Over our many years of working with sales organizations, quota-setting has been a topic that causes consistent concerns across both the sales force and those concerned with their performance. The stakeholders we talk to often label it as the most challenging issue when describing their key sales effectiveness and compensation pain points.
Recently, we partnered with WorldatWork to conduct a comprehensive study on quota-setting practices that included over 80 leading companies across a wide range of industries. Only 21% of respondents rated their quota setting process as “very effective” or “effective”, so clearly, there is room for improvement. Of equal concern, only 25% of companies felt their quota-setting accuracy was “very accurate” or “accurate”. And maybe worst of all, we found that many companies were still doing things “the same old way” in terms of tools, processes, and data inputs. Yet there is good news as well; companies express a desire and intention to invest strategically and tactically to find better solutions for this important topic.
You can find all the latest trends and learn more about how you compare by requesting your copy of the survey’s executive summary, brought to you by BSC and the WorldatWork. Please email us for more information at firstname.lastname@example.org.