Battlecard: When a Rep Says the Patch Is Too Small
Use a concise response when someone says their patch is too small to hit plan.
This patch is too small to hit plan. A rep is challenging the book before or during the quarter. Let's test that against the design assumptions: reachable potential, service workload, travel burden, and ramp timing. If one moved materially, we review the patch or the quota by rule; if not, we coach the plan against the current book. Your line It validates the concern while moving immediately to the design standard. Everyone else has an easier patch than I do. The complaint is comparative rather than diagnostic. Relative difficulty only matters if the underlying variables differ materially. Let's compare potential,…
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