The Definitive Guide to Using Historical Data in Quota Setting
According to Salesforce’s 6th State of Sales report, only 28% of reps met their quota in 2023. That result signals a planning problem, not a talent problem. Relying on last year’s number plus a percentage leads to unrealistic targets, discouraged reps, and...
Mapping a Route to Revenue: Why Your GTM Plan is More Than Just A to B
You wouldn’t start a cross-country road trip without GPS. So why navigate your most important journey, the route to revenue, with an outdated map? Static, spreadsheet-based plans cannot keep up with market changes, which leaves sales teams with inefficient territories...
Quota Setting in Startups vs. Enterprises
A staggering 67% of sales reps don’t expect to meet their quota this year, and 84% missed it last year. That gap shows quota setting must fit your stage and sales model. The aggressive, top-down approach that helps a startup sprint can undermine an enterprise’s...
