What's cau...

Question

What's causing the % of quota to be 36% and is it trending one way or another?

Former Employee · Accepted Answer

Territories are very small. Quota seems so low in the 6 figure range compared to other companies, but is that low because you have a patch where there is only 3-5 (give or take) good prospects. Strictly depends on how well you're liked at the company vs how good of a territory you get. Have to close at an extremely high rate given this. Leads are absent, if anything comes your way it seems to be extremely unqualified. Usually just say "yes" to the BDR's meeting requests for AEs to get them to stop calling. Most deals that are closed across the company come from people who moved to new positions at other companies and want Xactly because they are familiar with it.

Former Employee · Answer

Unattainable quotas that continue to rise.

Former Employee · Answer

because no one makes quota.. like no one.. most are at 40% if they are lucky or below

Former Employee · Answer

Small and unfair territories for MOST reps - nepotism reigns supreme. If you’re “in” you’ve got Executive Support on deals and close collaboration with your manager. If you’re “out,” forget about attaining your quota.

If you asks. Question about your territory or push back about your book of business, you’re automatically “out.”

Current Employee · Answer

The tool was more of a point solution in the past, since there have been a few acquisitions the total addressable market has increased.  The lead flow is increasing and I anticipate the attainment numbers to go up exponentially.

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Anonymous Q&A

What's causing the % of quota to be 36% and is it trending one way or another?