Gartner Information Technology Research

Shorten Sales Performance and Quota Periods to Ease Compensation Uncertainty

Published: 10 April 2020

ID: G00724213

Analyst(s): Dave Egloff

Summary

Sales performance and compensation uncertainty increase with longer quota periods. Many sales operations leaders can tame the risks by decreasing the period. To ensure the quota period is befitting, consider pipeline metrics and administrative burdens before making this decision.

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