Quota Benchmarking: How to Set Quotas You Can Actually Hit
Setting ambitious yet achievable sales quotas remains a common challenge for revenue leaders. While many turn to industry benchmarks for guidance, the numbers tell a different story: only 24.3% of salespeople actually exceed their yearly target. This gap points to...
Channel vs. Direct Sales Quotas
Most companies set their sales reps up to fail. According to Salesforce, 67% of sales reps do not expect to meet their quota this year, a problem compounded by the fact that 84% missed their targets last year. This widespread failure is not about effort; it is a...
The Sales Quota FAQ: The Toughest Questions Reps Ask
If you’re worried about hitting quota, you’re not alone. Even after quotas were reduced in 2025, new research shows that nearly 77% of sellers still missed their number. This isn’t just a personal performance issue; it points to planning that feels opaque and...
