Build Quotas Bottom-Up, Not From Wishful Growth
Describe the inputs that make a sales quota credible rather than purely aspirational.
A quota becomes credible when the path to it is inspectable. Hook It is the last budget meeting before kickoff. Finance needs 24% growth, the board wants confidence, and the fastest sentence in the room is, "Let's just push every rep 20% higher." Teach A quota is not only a target; it is an operating assumption about what a specific book can produce with a specific level of capacity. Strong quota setting therefore works from the bottom up before it rolls up to the company number. Start with territory potential: the reachable revenue inside the patch, not the total market…
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