How achiev...

Question

How achievable are the sales targets at Emerson, and have there been any recent changes in their levels?

Former Employee · Accepted Answer

The overall attitude is to sandbag your quota attainment as much as you can to smooth out your year-over-year variable. Why? One outlier deal can cause your variable comp/bonus to take a dive to zero. How? Usually, quotas are designed to be your last year total sales + some adder (e.g., 7%-10%). However, if you blow your quota one year due to extraordinary one-time client purchases, the following years you will not meet targets.

Therefore, if the current year will see an extraordinary sale that blows quota, then year 2 variable will be zero and year 3 possibly be very lean-to-zero. The mode is to try not to exceed quota or push to exceed quota so as not to impact years 2 and possibly 3.

I was guided to push extra sales into another fiscal year where possible. If you had a major purchase coming in, then try to really blow the quota for that year to compensate for lean years ahead. It is a top-down quota mandate and that is it. No leeway or reviews or discussions. At least that was the case for my group/division.

Former Employee · Answer

Depends on the role. If you're a District Sales Manager, yes very attainable granted the operations ships products. Lots of havoc was created by moving manufacturing to Mexico causing loss in brand value and deliveries on brands such as ASCO, Aventics and Topworx. If you're a Business Development Manager, you won't hit your quota as your overall size of territory is large and so is the number. Alot has changed since 2021 and not for the better.

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Anonymous Q&A

How achievable are the sales targets at Emerson, and have there been any recent changes in their levels?