Do reps have a chance of reaching their sales quotas?

10/8/2013 | Sales Benchmark Index

Sales representatives are sometimes saddled with unattainable sales quotas, writes Joel McCabe. It's critical to understand that quotas are often selected as a result of both top-down and bottom-up processes, he writes. A top-down perspective will account for factors such as previous performance, whereas a bottom-up approach will focus on territory potential in addition to other metrics.

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