Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Sales Leaders Fix Broken Quota Attainment
Quota attainment has dropped to a six-year low across the enterprise software sector, yet most sales leaders are still treating it as a hiring problem rather than a structural one. In this episode, we look at how Salesforce and Adobe restructured their territory planning after the 2023 market correction, shifting from rigid geographic quotas to dynamic capacity-based assignments. We break down the specific math behind why assigning more reps to a shrinking pool of deals actually lowers overall revenue per head. You will learn the three diagnostic questions every sales VP should ask before…
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