Is it time to request a quota reduction?

06/28/2013 | Sales Benchmark Index

If you're not on track to meet your sales quota for the year, you may need to ask for a reduction, writes Matt Sharrers. Such a request may be reasonable if you lack the resources necessary to sell a new product or if the forecast was inflated from the beginning. Company leaders deciding whether to lower a quota should consider whether the sales process is being used properly and whether representatives are getting the coaching they need, Sharrers writes.

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