In this episode, Andy showcases an incredible discussion with sales leaders
Mark Hunter, sales speaker, trainer and consultant,
Todd Busler, CEO at Champify, and
Tom Williams, Head of Revenue Strategies at Clari. The panel discusses whether sales quotas are still relevant or useful, and explore other ways to measure and reward overall productivity. They explore the psychological impact of quotas, the importance of having measurable targets, and other productivity-based assessments. They get into some insights from Charles Goodhart’s law, how focusing solely on targets can limit true potential, and also touch on ways to accurately calculate sales productivity and the benefits of a more nuanced approach to evaluating sales performance.
Listen to the full episode on
Apple and
SpotifyHost
Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit
andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.