Commit to a Quota Assumption Check
Commit to checking quota assumptions explicitly before accepting or dismissing a relief request.
Run one quota assumption check on a live target that is being questioned or quietly doubted. Use this in a rep one-on-one, a manager calibration, a territory-change follow-up, or a forecast review where someone is asking for relief or signaling that the number no longer matches the book. I will say: "Before we debate fairness, let's review what this quota assumed about reachable potential, inherited opportunity, and time-to-productivity. What changed materially? If the assumptions still hold, we coach against the number. If they broke, we apply the exception rule and I'll show the calculation." Did you name the assumptions, identify…
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