Highspot Blog

Jake Braly

Jake Braly is vice president of marketing at Highspot, orchestrating the company’s marketing vision and strategy for the Highspot sales enablement platform. Before Highspot, Jake led product marketing and go-to-market strategy for Apptio’s top grossing products through its successful IPO. He has also held various positions at K2 Software, Microsoft, IBM, and multiple startup and early-stage ventures.

How to Boost Quota Performance by 11% (Hint: Stop Focusing on Quota Performance)

Boost Quota Performance

The most important metric for sales at the end of the day is quota attainment. The calculation is straightforward: take the total sales that a rep, region or team closes over a certain time period and divide it by the quota for that same period. As an example, if a sales team meets its quota target for a given period, it would achieve 100% sales quota attainment. If it closes only half of the quota target, it would achieve 50%.

But there’s a few problems with sales quota attainment:

  1. The quick fix for poor sales quota attainment is to get rid of lower performing sales reps. According to CSO Insights, an average sales team’s annual turnover is around 25 percent. But ironically, the quick-fix approach to improving attainment backfires. Sales teams soon find themselves having to hire, onboard, train, ramp, and transition pipeline to a large portion of their constantly churning sales organization. And quota attainment actually suffers as a result.
  2. Sales quota attainment is a lagging indicator. That means some really important things have to happen before a rep can successfully retire quota – like getting trained, delivering the pitch, and engaging with prospects. By over-focusing on quota attainment these important activities are overlooked.

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