Quotas are a powerful tool used by organizations to set sales targets and calculate incentive compensation. Setting attainable yet challenging quotas can give a company a strategic advantage; poor quota management can put a company at a severe disadvantage. “Unrealistic quotas are one of the top reasons reps leave. Success leads to more success, which in turn leads to a better company culture and a more engaged salesforce. Those are the key differences between companies that make it and those that don’t.” – The Art of Quota Setting, Forbes Quota setting can start out as a straightforward combination of revenue needs and gut instinct. However, as product and market landscapes increase in complexity, so do the requirements for accurate quota setting.

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