Despite the unprecedented changes and challenges of the last year, it was still business as usual in some ways for some companies out there. Mid-way through 2020, a World at Work survey on sales compensation found that 30% of companies estimated over half their sales organization would hit quota for 2020. But compared to 2019, twice the number of companies, 39% vs. 19%, said that less than 25% of their sales team will reach quota.
The challenges of 2020 forced many teams to take a hard look at their current process for quota planning and management. Could they continue to move fast enough or pinpoint what and how to adjust?
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