Sales quotas are tricky. If you set the bar too low for each sales rep, you risk not meeting overall company goals and rewarding weak performance. If you set the bar too high, you risk increasing employee turnover.
There’s simply too much at risk to rely on an arbitrary process for setting sales quotas.
So what’s the answer? Spend a huge amount of time sifting through CRM data for each sales rep, hoping it’s accurate enough to reflect future performance? Not quite. There is a LOT of value in historical CRM data, but there’s even more value by combining it with other actionable metrics.