Decision Walk: A Quota Exception Request
Decide how to evaluate a quota exception by separating structural design error from normal selling difficulty.
The relief request A rep misses after a territory merger and asks for quota relief. Leaders disagree on whether the request is reasonable or weak. If you answer by instinct, you teach the team either that numbers are negotiable or that design errors never get corrected. The path Check assumptions -> test design change -> apply the rule Quota relief is justified when the original book assumptions changed materially, not when the quarter simply became hard. Shortcut Say no to preserve toughness or yes to preserve empathy. A scoreboard people can trust A quota exception should correct design drift, not…
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