What has b...

Question

What has been the trend for sales quotas at Calm in recent quarters, and how achievable are they for the sales team?

Former Employee · Accepted Answer

Calm was a major Covid bubble company meaning they had so much interest in the product when everyone was stuck inside. As soon as I arrived there, the well was completely dry yet the expectations were gargantuan.

Current Employee · Answer

In the first half of the year, no one in my segment achieved their fully ramped quota. The closest performance was 70% of the quota, with the team averaging around 45% attainment. This has been a consistent issue for a couple of years now, indicating that the quotas have not been realistically achievable. Additionally, with no Chief Revenue Officer in place, finance has taken the lead in decision-making, which has significantly reduced the influence of sales leaders. This shift has negatively impacted the sales culture that was once a strength within the organization.

Current Employee · Answer

Quotas were flat YoY despite not a single person hitting the annual number. 9% of reps hitting quota is generous. If I remember correctly it was just one person in any segment across the entire company to hit quota in Q2 '24.

Former Employee · Answer

Widely depends on your patch. Territories are broken out by state(s) so having New York or California is going to be more lucrative than say, 5 fly-over states. Keep in mind, not everyone is open to discussing or even believes in mental health, and this was evidenced by a number of prospects I had in conservative states who didn't necessarily believe in meditation. All that said, a small minority of reps were hitting quote during my time at Calm. If you weren't hitting, you were anywhere from 20% - 80% to goal.

Former Employee · Answer

The board has overvalued the company due to expected success of the B2B side which hasn't panned out. Quotas continuously grow while attainment continuously drops. If they extend an offer, I'd request AE leaderboards for the past year.

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Anonymous Q&A

What has been the trend for sales quotas at Calm in recent quarters, and how achievable are they for the sales team?