Hitting annual quotas while maintaining a consistent closing rate on a quarterly basis

11 Jan 2022
5 min read

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Hello SCH!

Sharing a question from someone outside SCH:

"Our Entreprise AEs have annual quotas, because of the complex nature of the sales process. However, we are interested in finding ways to encourage our team to also focus on hitting quarterly targets.

Can anyone share their experiences and strategies for incentivizing Account Executives to not only hit their annual quotas but also maintain a consistent closing rate on a quarterly basis?

We were thinking about splitting the variable in two components:
- 80% of the variable based on the annual quota attainment
- 20% of the variable if reps also hit their quotas each quarter

Not sure if this is the right method"

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11 Jan 2022
5 min read