The Quota Problem: Why Sales Performance Starts with Environment, Not Effort
Most sales organizations treat missed quota as an execution failure.
Fractional CRO Mark Small asks the harder question: are the targets realistic in the first place?
Drawing on experience in cybersecurity sales, he unpacks how market dynamics, flawed target setting, and compensation models disconnected from revenue quality set sellers up to fail before the quarter begins.
The conversation then turns to what actually moves performance. Mark argues that playbooks and tools have hit their limits, and that the real gains come from disciplined qualification, focusing effort on high-value…
The skinny
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