How to avoid setting pie-in-the-sky quotas for new sales hires

04/26/2012 | Sales Benchmark Index

If you expect a new hire to swoop in and save your sales organization, you might not have a realistic expectation about how much he or she will actually be able to sell, writes Ryan Tognazzini. "At this point in the year, your chance of meeting quota rests squarely on the shoulders of your tenured sales force," he writes. Tognazzini provides an Excel-based tool that can be used to set more reasonable quotas for new hires.

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