“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 era of when quotas were set right!)
What History Got Right: Setting Sales Quotas
@saleshistorian on Instagram – daily quotes, pics & comics from the past
@saleshistorian on Twitter – daily quotes, pics & comics from the past
The Transparent Sales Leader – my newest book which includes a number of quotes and lessons from sales’ past.
The Transparency Sale – the first book, (ironically) named one of the top 100 sales books of all time.