Quotas in 2022

Name: Quotas in 2022
Uploaded: 2022-08-25T18:16:09+00:00
Duration: 1 min 47 s
Channel: SalesGlobe Sage
Description: Most sales organizations assign quotas to frontline reps, but fewer are hitting them. Median attainment dropped from 65% in 2019 to 50% in 2020…

25 Aug 2022 · 2 min

Watch on YouTube

1:47

Most sales organizations assign quotas to frontline reps, but fewer are hitting them. Median attainment dropped from 65% in 2019 to 50% in 2020, recovered to 60% in 2021, then fell to 53% in the first half of 2022. Inflation, recession risk, and supply chain problems are dragging down revenue targets.

Questions this video answers

74% (up from 72% in 2021).

76%.

2019: 65%; 2020: 50%; 2021: 60%.

53%.

Projected 60% for 2022, down from a 65% projection in 2021.

Chapters

What's the story? Quotas the frontline carries a quota in most organizations, and there's a shift back to individual performance measures over regional and company level measures to provide reps more control over their pay. Quota attainment has improved over the past year, but the outlook ahead is not as optimistic as last year's. Continued concerns with macroeconomic conditions. That includes concerns around inflation, recession, long term effects of the pandemic and ongoing supply chain issues over the next 12 to 18 months continues to create headwinds for companies reaching their revenue goals. Most organizations use quota for the frontline. In 74% of organizations, frontline reps are responsible for quota, up from 72% in 2021. These measures are increasingly shifting to individual measurement, with 76% of organizations using individual measures in their frontline plans. Organizations are improving on quota attainment. In 2019, in median organizations, 65% of reps were at or above quota. This declined to 50% in 2020 and improved to 60% in 2021. The quota attainment outlook is fading. In the first two quarters of 2022, in median organizations, 53% of reps were at or above quota. The median organization is projecting that 60% of reps will hit quota for 2022, but this optimism has diminished slightly from 2021 projections of 65% attaining.