What History Got Right: Setting Sales Quotas

The Sales History Podcast · Feb 23, 2023 · 13m

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“It is far better that the quota be right than that it be simple.” – 1926

Something odd struck me as I was investigating the origins of quotas and variable compensation. 75-100 years ago, organizations did MUCH MORE with MUCH LESS data. Today, not sure anyone could claim that quota setting is in a good state - and I think I know why.

In this episode, we explore how quotas were set back then...much more correctly...and why there's a very real way for us to fix it today.

(I will be doing another episode on quotas & variable compensation structures...today is just focused on an…