Gartner Research

Shorten Sales Performance and Quota Periods to Ease Compensation Uncertainty

Published: 18 February 2021

ID: G00744508

Analyst(s): Dave Egloff

Summary

Sales performance and compensation uncertainty increases with longer quota periods. Many sales operations leaders can tame performance volatility and risks by shortening the period. To ensure the quota period is befitting, consider pipeline metrics and operational burden before making this decision.

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