Why Your Sales Quotas Are Lying to Your Forecast — And What to Use Instead
Top-down sales quotas feel like accountability tools, but mounting evidence suggests they actively distort the forecast data executives rely on to make strategic decisions. The incentives embedded in traditional quota models push reps toward behaviors that inflate short-term pipeline optics while quietly degrading long-term growth reliability. There is a better approach — and it starts with replacing arbitrary targets with leading indicators grounded in actual market conditions.
