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sales quota

also referred to as: sales quotas

3 statements across 2 episodes · 0 bullish · 2 bearish · 2 people on the record · first statement May 6, 2022 by Jason Lemkin · across every show →

Everything said about sales quota, oldest first

May 6, 2022
Insight
Lemkin: At scale, SaaS quotas should be 3x to 5x OTE
“And then at scale, we end up at these three X, four X, five X numbers, right? Which is quotas are an SMB. Usually three X, you're fully burdened comp. You're on target earnings, you're OT up to five X in the enterprise. That's the way it works.”
Jason Lemkin May 6, 2022 ▶ 16:38 20VC: Why the Traditional Seed Fund Model No Longer Works, Why Multi-Stage Funds Investing at Seed Bring Signaling Risk but also Less Pressure, The One Criteria All Potential Sales Hires Need to Have and The Clear Signs of 10x Sales Hires with Jason Lemki
Mar 21, 2026 negative
Insight
Over-assigning sales quotas gives management a false sense of security
“I don't necessarily believe that you completely de-risk your year by making sure that you've dished out enough quota to cover your target. I think that's a bit of like of a false, you know sense of comfort.”
Sean Boscanian Mar 21, 2026 ▶ 23:32 This is why I don't believe in sales quotas | Figma CRO · 20VC with Harry Stebbings
Mar 21, 2026 negative
Insight
Managing sales reps purely by quota creates lazy leadership, says Boscanian
“I just think it's too much of a lagging indicator. And I think it, what my fear is, it creates lazy leadership. If we're performance managing based on the idea that someone got to their number or didn't get to their number at the end of a month, quarter, or ye…”
Sean Boscanian Mar 21, 2026 ▶ 48:18 This is why I don't believe in sales quotas | Figma CRO · 20VC with Harry Stebbings
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