Raising quotas to offset salary inflation drives out top sales reps
Mark Organ · 846: SaaS: $50m Raised, $12m+ ARR To Incentivize Reviews and Influencers · Nov 17, 2017 · at 12:02
Mark Organ explains to Nathan Latka why inflating sales quotas backfires on B2B SaaS companies by driving attrition among high-performing reps.
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“There's inflation, there's salary inflation in the market companies are responding by increasing quotas and it's just not possible. It's not possible for sales reps to hit their, hit those numbers, and I think that sets up I think that sets up, you know some, you know, some bad juju in companies. You then you've got, you know, your best reps that may not be hitting numbers. They feel like failures. They don't have enough leads. They leave the company. You're stuck with the worst reps that you can't get rid of because then you have no sales at all.”
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