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Quotas & compensation
Quota setting
Assigning each rep a bookings target from the company plan, territory potential, ramp, and history, so the sum of quotas covers the plan with a margin for misses.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Sum of quotas should be 110–130% of the plan — some reps will miss. Set from territory potential and history, not by dividing the plan by headcount.
The kind of thing the test asks
- The plan is $10M. Twelve reps. Setting each quota at $833k…
More in quotas & compensation
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