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From the Sales Grunt: Unrealistic Quotas are a Performance Killer

IStock-471423505The first sign of unrealistic quotas occurs when top salespeople who made past quotas struggle.  Within a few months, these reps’ quota performance starts to dip below 70%, and heads south.  When questioned, the salespeople say the quotas are too high, among other things, but management dismisses this as typical sales grunt grumbling.

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