Gartner Information Technology Research

How to Evaluate Sales Quotas to Improve Fairness and Reduce Bias

Published: 06 March 2020

ID: G00716370

Analyst(s): Steve Herz

Summary

When quota setting unfairly favors some sellers over others, sales compensation is less effective, no matter how well plans are structured, communicated and administered. Sales operations leaders should adopt techniques that enhance seller trust by evaluating quota fairness to fix sources of bias.

Table Of Contents

Overview

Introduction

Analysis

Gartner Recommended Reading

Notes

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