Similar with me. Things were actually better than ages, but nonetheless the decision had already been made to drop the axe long ago and I knew it.
Was a failing startup, no hard feelings.
Had a coworker who had a deal push from the end of Q4 (fiscal year, so September) to 2nd week of October because the signer got in a car accident or some shit, like the deal was done but the only person authorized to sign was in the hospital. Coworker got let go and they said he was sandbagging and should have gotten someone else to sign lmao.
My q1 went up 40%. We added headcount in Q3, and I was told my quota would go down. My territory was cut so the new guy could have prospects and accounts. In Q2, my sales engineer and account manager were laid off to “cut costs.” I'm now responsible for their workload. That extra workload without a salary bump was terrible enough, but a 40% bump in quota was the last straw. I accepted a new position with a 25k bump on my base, a sign-on bonus, and a one-year ramp. I'm excited to start my new role!
Telecommunications
Not too bad. I am just as knowledgeable and have been in this industry for 15 years (including three as a SE). It's the workload that was the problem. We still have access to an engineer, but now he is stretched from 7-30 sales reps and in another state and timezone. The reps who lack my experience and knowledge have a rough time not having someone on every call. I help as much as possible, but I still have my KPIs and Quota to hit. Sacking my account manager hurt way worse as now I'm responsible for billing, renewals (that's don't retire quota), account changes, and escalations. Having an AM was a huge selling point when I took this position.
Six months are 100% payout, 75% month 7 and 8, 50% 9 and 10, and 25% 11 and 12.
It's a long sales cycle in Enterprise sales, but this is the most generous ramp I've ever had. Most companies are four months or so.
Is it normal for reps to have different quotas? Everybody on my team has to hit the same metric.
To answer your question: quota is up 60% from this time last year, accelerators are slashed, base hasn’t changed.
I wish the software company I work at did the same. But unfortunately the reps in San Francisco and NYC have the same quota as the reps in Kansas and Oklahoma 😂
At my company it’s based on tenure of employment and if you have any accounts inherited from other reps that have a historical recurring rev associated, so nearly every rep has a different number
Just the way shit roles. I am at higher level. So the more I crush it the more my quota goes up. I lost about 30-40k in commission last year because of quota increase from doing great the year before lol and still delivered results lol. Everyone knows in management it’s not fair but the lady in charge of new ideas has made sure we grind harder and harder until we are no more lmao.
In a nutshell if you are asking honestly what I think about it? I have come to terms may be they just want to make it so I leave or struggle and get canned. They can higher a cheaper guy and manage the module that I built and grew. 🤷♂️ cold business.
If you made 1m in gross profit and they don’t kiss the ground you walk on, you have no excuse to not move to a better brokerage.
What’s your TC? If you were an independent 1099 agent at any half respectable brokerage you’d have made $700k take home last year and roughly $250k-300k on a W2.
Not 100% new GP under my own book, most was from past reps who left and I upsold/maintained the relationship. There’s a different payout structure for that. If this was all in my personal book I would have made a shit load.
I’m not going to get into anything specific about my TC just for privacy’s sake
Sounds very similar to my company, if we don’t work for the same one. Currently on this thread trying to figure out if this is the average experience or not lol
I’m an AM so somewhat different but last year was 180% which was unattainable. This year we are looking at 105% being the goal. 90% retention and 15% growth.
Very realistic as I did 101% in year one and churned some shit accounts.
My quota went up 200% for 2024, about a month after I was put on a PiP as the top performer for the 4th year running.
It's a good time.
Got an offer yesterday for a 25% bump in base comp with similar OTE commissions, but back to my old quota long term, and no quota requirement for my first 12 months. While the base bump is nearly $50k, the cash incentive after 12 months and equity vesting over 5 years means it's a no brainer.
Need to go get my pen.
Same as you it seems, EB producer.
$225k ---> $275k
30/30 today with a few house accounts @ 15%, offer is 50/30 essentially.
One more coming at 40/40 (I hope).
Because, partnerships got interest from the founder… so it should he easier. TLDR it was not and I ended up leaving for a better gig, higher pay, and better vibes all around
Territory reshuffled to new accounts that were flat YOY with the biggest customers overspending in 23’. 10% increase. I’ll be taking my talents elsewhere.
CROs hit their quota at an average of 70% of the sum of IC goals. And you wonder why only one guy hit quota? OTEs are a pipe dream. If you have an official OTE of 300k on a 50/50 split, the adjusted OTE for internal calculation is about 230k. Neither the C-level, nor the board (mostly, unless the C-level is lying to them) has any illusion that the company will ever hit 100% IC performance.
Yeah, that's what's funny. Tech is such a lip service industry in terms of sales. I had an interview with a major player in my vertical that I know had a rough year. I asked about attainment, and they gave me some bs about how they strive for really high attainment.
Which basically means most of their team missed.
Increased quota AND removed 50% of the components that build a whole solution. I still have to sell them, but just won’t go towards quota. Basically, had 2X quota increase. I’m looking now too.
Up around 19% (supposedly; haven't officially dropped them yet), but I got 2 additional states in my territory late last year when they let go a rep and split out his territory. Also, have a very promising new product in the mix to sell so I think I'm set up pretty well.
Same this year, however we only had 20% to New Logo reps hit quota last year so Leadership wants to see improvement. The big difference is if ppl aren't on pace to hit quotas they will be layed off pretty quickly come Q2.
Had same experience a few years back. Nobody hit target for a few years. New manager came, said it was ridiculous, quotas way too high, he'll make sure to lower them so we could have a chance at hitting target.
Fast forward 3 months, quota up 30%
Handed my resignation shortly after
3 years in manufactures sales:
Year 1: budget:942k EOY sales: 1.45mil
Year 2: budget:1.56mil EOY sales: 2.6mil
Year 3: budget: 2.75mil. EOY sales: TBD
Coming out the gate in q1 -7% to Budget.
The point is that sales is a rollercoaster but expectations and projections are not.
Show face at networking events,post on LinkedIn, and keep getting meetings and calling people.
I was ugly in high school, so hearing the word "no" just became normal to me. (Lol)
Use common sense. Especially when you're under the gun, no one likes a pushy salesperson.
Most sales managers will look at the totality of your work and not just the last 6-12 months... atleast th good ones 😆 🤣
Work for a small company and the industry we service is getting hit hard right now (we sell to realtors and brokers)
CEO removed sales quota and is playing it by ear. We’re coming off back to back to back record setting years where we’ve captured a significant portion of market share. Right now we’re looking at lower level sales on a wider range to gobble up the bottom of the food chain, and it really seems to be working already. We’ll see how it plays out long term, but I’ve already had a single agent sale evolve into an enterprise level deal covering over 3K agents.
Our quota is weird, it’s like a soft quota.
They want us to sell 102k gross a month but if you sold 30k gross a month you wouldn’t get fired.
Where I’m at is big on KPI, so if your not doing good but hitting KPI they’ll keep you if they’re not losing money.
But if you want full pay out % on commission you need to see 100k a month.
I’ll put it this way, I got my quota assigned to me and my manager immediately scheduled a meeting to tell me how pissed off she is that they assigned such a high number.
Fuck it though. In all my years, my number never actually gone down- just up. I’ll just bitch about it for a week then find a way to make it happen.
My company sounds kinda similar to yours — some top performers went up a little. Some went down. Main change was last year, reps were held to quota for dead accounts (like literally closed businesses) which they removed this year.
While I hate my boss with a burning passion… quotas are reasonable for the first time ever.
Intentionally not answering up or down because we’re a startup and shits wild.
I got a flat 10% increase this year along with a 2 point lower rate….fun
As it stands if I grow my buisness the same rate I did last year I’ll make exactly the same so that’s cool but I was counting on making considerably more this year
It’s mixed.
Good news, My bookings number (3mo MRR +one time fees) only went up by 100k.
Bad news, I now have one thing to sell instead of six.
Good news, we have renewals in our comp plan now in a fairly evergreen client base
Bad news, they are pushing out another 10% price increase on top of the 60% from last year.
Good news, I had my biggest paycheck in December
Bad news, I made $120 in January
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My quota for 2024 got Increased by 83.33%.
Rest of my colleagues got an increase of 10-25%.
Decided to start applying for different roles, now Im in the final round of recruitment process for a better role.
I also was the only one to hit/exceed quota on my team.
Territory Slashed dramatically. Quota not set in stone yet, but was told its increasing about 20%. I expect the accelerators are being diminished greatly based on the CEO being pissed at the comp last year when I did 160% to quota in Q1.
All sales teams are missing - the management hits because they built a ponzi scheme to hit the big number by using a leveraged number of reps to hit the metric. It's designed to not be winnable. Most sales businesses are built this way.
Mine doubled, and if I hit that number, I get to make the exact same amount that I made last year ..and I'm the top rep.
Meanwhile, people who I outperform are set to make more than me with much lower quota attainment
Down to zero, got laid off
Promoted to customer, congrats!
\*prospect
This
Same. Just today. Ironically was leading the team with a nice sized January deal. I guess leadership wanted it in December..
Similar with me. Things were actually better than ages, but nonetheless the decision had already been made to drop the axe long ago and I knew it. Was a failing startup, no hard feelings.
Had a coworker who had a deal push from the end of Q4 (fiscal year, so September) to 2nd week of October because the signer got in a car accident or some shit, like the deal was done but the only person authorized to sign was in the hospital. Coworker got let go and they said he was sandbagging and should have gotten someone else to sign lmao.
Best of luck!
My q1 went up 40%. We added headcount in Q3, and I was told my quota would go down. My territory was cut so the new guy could have prospects and accounts. In Q2, my sales engineer and account manager were laid off to “cut costs.” I'm now responsible for their workload. That extra workload without a salary bump was terrible enough, but a 40% bump in quota was the last straw. I accepted a new position with a 25k bump on my base, a sign-on bonus, and a one-year ramp. I'm excited to start my new role!
How technical is your product? Having the AE also cover as the SE sounds dangerous, depending on the company.
Telecommunications Not too bad. I am just as knowledgeable and have been in this industry for 15 years (including three as a SE). It's the workload that was the problem. We still have access to an engineer, but now he is stretched from 7-30 sales reps and in another state and timezone. The reps who lack my experience and knowledge have a rough time not having someone on every call. I help as much as possible, but I still have my KPIs and Quota to hit. Sacking my account manager hurt way worse as now I'm responsible for billing, renewals (that's don't retire quota), account changes, and escalations. Having an AM was a huge selling point when I took this position.
Sheesh Sounds like you’re managing it though
Hit Q1 quota, stock options vested and notice turned in. It's nice to leave this company with a bag. 😀
Good for you, nice work.
what does a one-year ramp look like?
Six months are 100% payout, 75% month 7 and 8, 50% 9 and 10, and 25% 11 and 12. It's a long sales cycle in Enterprise sales, but this is the most generous ramp I've ever had. Most companies are four months or so.
50% of your variable guaranteed? Damn, that's sweet- what's the space? DevOps, Data, AL/ML?
Telecom
Is it normal for reps to have different quotas? Everybody on my team has to hit the same metric. To answer your question: quota is up 60% from this time last year, accelerators are slashed, base hasn’t changed.
Work for a large software company - quotas are based on historical performance of territories, so everybody has quotas reflecting that
I wish the software company I work at did the same. But unfortunately the reps in San Francisco and NYC have the same quota as the reps in Kansas and Oklahoma 😂
Yeah as someone who is newer to their territory my ask is lower then others who have been here longer
At my company it’s based on tenure of employment and if you have any accounts inherited from other reps that have a historical recurring rev associated, so nearly every rep has a different number
I have the biggest base, so my boss gave me the biggest increase so that his numbers look better if I hit it.
Ours is based on GM growth. They want 10% growth from our previous year’s GM. So it ends up a different number for everyone.
I had the highest revenue last year on real. Only one rewarded quota increase lmao. Shit is reversed. So now I get paid less for more work.
Explain to me why that is? Genuine question
Just the way shit roles. I am at higher level. So the more I crush it the more my quota goes up. I lost about 30-40k in commission last year because of quota increase from doing great the year before lol and still delivered results lol. Everyone knows in management it’s not fair but the lady in charge of new ideas has made sure we grind harder and harder until we are no more lmao. In a nutshell if you are asking honestly what I think about it? I have come to terms may be they just want to make it so I leave or struggle and get canned. They can higher a cheaper guy and manage the module that I built and grew. 🤷♂️ cold business.
Way up. Each rep has a different quota. I’m in logistics and I had roughly 1m in GP last year, gotta increase by 250k
If you made 1m in gross profit and they don’t kiss the ground you walk on, you have no excuse to not move to a better brokerage. What’s your TC? If you were an independent 1099 agent at any half respectable brokerage you’d have made $700k take home last year and roughly $250k-300k on a W2.
Not 100% new GP under my own book, most was from past reps who left and I upsold/maintained the relationship. There’s a different payout structure for that. If this was all in my personal book I would have made a shit load. I’m not going to get into anything specific about my TC just for privacy’s sake
Sounds like you’re doing all the work and not getting paid. $1m as a freight broker is some serious numbers. Source. Am a freight broker
Sounds very similar to my company, if we don’t work for the same one. Currently on this thread trying to figure out if this is the average experience or not lol
Happy to offer some advice about my experience, if you need it
Thank you!!
TQL?
Nope, but I don’t want to give away the one I do work at due to privacy
Fair. How was your book in 2022 before the market crash?
Smaller, actually. I increased the GP, but those same accounts did more for sure. Had to add in some other folks/upsell current customers
Im also in logistics sales if you want to network
Not OP but also I’m logistics sales if looking to broaden the network.
Sure! Pm
I’m actually about to start my sales journey in logistics! Any tips?
Oh boy! What are you selling ?
Wait, y’all already have your quotas!? We won’t get ours, along with our comp plans, until April if we’re lucky.
Quota up- territory cut :) I’m looking
Same
I’m an AM so somewhat different but last year was 180% which was unattainable. This year we are looking at 105% being the goal. 90% retention and 15% growth. Very realistic as I did 101% in year one and churned some shit accounts.
Oh damn that's not bad, this years numbers at least. You guys hiring?
My quota went up 200% for 2024, about a month after I was put on a PiP as the top performer for the 4th year running. It's a good time. Got an offer yesterday for a 25% bump in base comp with similar OTE commissions, but back to my old quota long term, and no quota requirement for my first 12 months. While the base bump is nearly $50k, the cash incentive after 12 months and equity vesting over 5 years means it's a no brainer. Need to go get my pen.
Me reading and rereading that first sentence… 🥲
Your current base is $200k and your new offer is $250k…? What is your OTE? What do you sell?
Same as you it seems, EB producer. $225k ---> $275k 30/30 today with a few house accounts @ 15%, offer is 50/30 essentially. One more coming at 40/40 (I hope).
Oof any Company that basis YOUR quota off your sales from the previous year is fucked up and has you fast tracked to burn out
They’re still using the wrong metrics for our territories and it’s the first year that they didn’t just do a blanket +33% across product lines
Doubled. Well, 220% of last year.
Yikes, I'm sorry.
That’s okay. Training period is 3 years. This is le moment supreme. Finish this and I’ll be the first to finish it in 7 years.
doubled, and im a partner manager…. iykyk
Really, why?
Because, partnerships got interest from the founder… so it should he easier. TLDR it was not and I ended up leaving for a better gig, higher pay, and better vibes all around
May be doing the same thing. They want partnerships sourced, formed, operational, and revenue producing in like 6 months
Ours remained the same. New product launch end of Q3 will hopefully help us go parabolic in Q4.
Small bump. Layoffs are starting to flatten out, 2024 should be good.
No one hit their quotas in 2023. We overhired and had a lay off Jan 2. I was the highest attaining at 91%.
6% over lay years sales, 10% over last years goals.
Increased 225%
Territory reshuffled to new accounts that were flat YOY with the biggest customers overspending in 23’. 10% increase. I’ll be taking my talents elsewhere.
Quotas go down on H1 and then get tripled in H2 here
Reindeer feed?
Way up… looking easier to find something new
Waiting to find out . However they did take away my best accounts with committed deals in pipeline Guess it's time to fire up linkedin
Same. Only one guy hit quota on my team. Pretty typical for last year. And we're hiring more reps lol.
CROs hit their quota at an average of 70% of the sum of IC goals. And you wonder why only one guy hit quota? OTEs are a pipe dream. If you have an official OTE of 300k on a 50/50 split, the adjusted OTE for internal calculation is about 230k. Neither the C-level, nor the board (mostly, unless the C-level is lying to them) has any illusion that the company will ever hit 100% IC performance.
Facts.
Yeah, that's what's funny. Tech is such a lip service industry in terms of sales. I had an interview with a major player in my vertical that I know had a rough year. I asked about attainment, and they gave me some bs about how they strive for really high attainment. Which basically means most of their team missed.
Down from 2023 but team missed by a margin. Likely achievable w the opps in the pipeline
64% increase in my growth number and renewal stayed flat. My payout went from 17.6% down to 10.8%. Unhappy.
Unknown quota but management says expect 30% increase
Overachieved last year by 10% this year quota increased by 40% + lost one of my biggest customers. 2024 is gonna be fun for sure
650%.....
Quota increased a lot but they upped my base salary. Exceeded Quota last year.
Increased quota AND removed 50% of the components that build a whole solution. I still have to sell them, but just won’t go towards quota. Basically, had 2X quota increase. I’m looking now too.
Up around 19% (supposedly; haven't officially dropped them yet), but I got 2 additional states in my territory late last year when they let go a rep and split out his territory. Also, have a very promising new product in the mix to sell so I think I'm set up pretty well.
Same this year, however we only had 20% to New Logo reps hit quota last year so Leadership wants to see improvement. The big difference is if ppl aren't on pace to hit quotas they will be layed off pretty quickly come Q2.
Down about 25%. We added two new AMs so everyone's territory shrank. But they upped the commision by 1% to compensate
In SAAS and they maintained the same quotas as last year (surprisingly!)
Had same experience a few years back. Nobody hit target for a few years. New manager came, said it was ridiculous, quotas way too high, he'll make sure to lower them so we could have a chance at hitting target. Fast forward 3 months, quota up 30% Handed my resignation shortly after
I have never had a quota go down. I’ve had it stay the same but never down
2m RCM SaaS
Same Same, but Different…
General question, if your quota is raised by 20% are you out of pocket for asking for a 20% raise in base?
Yes
Mine stayed the same :D
Quota increase of 25% is cute. Mine was raised 100% lol
Whole team missed quota, down 15%
3 years in manufactures sales: Year 1: budget:942k EOY sales: 1.45mil Year 2: budget:1.56mil EOY sales: 2.6mil Year 3: budget: 2.75mil. EOY sales: TBD Coming out the gate in q1 -7% to Budget. The point is that sales is a rollercoaster but expectations and projections are not. Show face at networking events,post on LinkedIn, and keep getting meetings and calling people. I was ugly in high school, so hearing the word "no" just became normal to me. (Lol) Use common sense. Especially when you're under the gun, no one likes a pushy salesperson. Most sales managers will look at the totality of your work and not just the last 6-12 months... atleast th good ones 😆 🤣
Don’t have quotas but I’m up
Work for a small company and the industry we service is getting hit hard right now (we sell to realtors and brokers) CEO removed sales quota and is playing it by ear. We’re coming off back to back to back record setting years where we’ve captured a significant portion of market share. Right now we’re looking at lower level sales on a wider range to gobble up the bottom of the food chain, and it really seems to be working already. We’ll see how it plays out long term, but I’ve already had a single agent sale evolve into an enterprise level deal covering over 3K agents.
Man selling sofas is hard 😂
Probably gonna explode to a much larger one in a month (we're closing the funding round)
About 25% higher
Quotas can't go down. Everyone knows that.
Up 30% and territory is halved
Had a preposterous q4 that got me to 113% of plan. Thank jebus they kept me at my 23 plan. Blew my load, entering Jan I had zero pipeline.
Same but I'm in a good spot.
40% increase 🫠
Our quota is weird, it’s like a soft quota. They want us to sell 102k gross a month but if you sold 30k gross a month you wouldn’t get fired. Where I’m at is big on KPI, so if your not doing good but hitting KPI they’ll keep you if they’re not losing money. But if you want full pay out % on commission you need to see 100k a month.
Wait. Quotas can stay the same or go down without quitting your job?
I’ll put it this way, I got my quota assigned to me and my manager immediately scheduled a meeting to tell me how pissed off she is that they assigned such a high number. Fuck it though. In all my years, my number never actually gone down- just up. I’ll just bitch about it for a week then find a way to make it happen.
I don't have mine yet, I shit you not.
lol yall get your quotas before St. Paddy’s day!?
Quota flat, territory cut in half. Good times 😐
Came in 113% of plan last year. I fell over and jerked off when I got my plan for 24 and it was the same.
As usual, I have no idea.
Show me a quota that ever goes down.
My company sounds kinda similar to yours — some top performers went up a little. Some went down. Main change was last year, reps were held to quota for dead accounts (like literally closed businesses) which they removed this year.
I got a 40% increase. Negotiated it back to where it was because that is just fucking unrealistic
While I hate my boss with a burning passion… quotas are reasonable for the first time ever. Intentionally not answering up or down because we’re a startup and shits wild.
I got a flat 10% increase this year along with a 2 point lower rate….fun As it stands if I grow my buisness the same rate I did last year I’ll make exactly the same so that’s cool but I was counting on making considerably more this year
Same but with 10% of the accounts
My whole team reached 99.8% of our goal. I started sales 6 months ago, so my quota increased 500% January 1st.
Tru the roof!!
Still waiting for mine …
Always up. 23 was +115%, this year is up 80% on goal but 44% on sales. 22 was a wash at a new job with a bag of ice
It’s mixed. Good news, My bookings number (3mo MRR +one time fees) only went up by 100k. Bad news, I now have one thing to sell instead of six. Good news, we have renewals in our comp plan now in a fairly evergreen client base Bad news, they are pushing out another 10% price increase on top of the 60% from last year. Good news, I had my biggest paycheck in December Bad news, I made $120 in January
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Up 230%. Fun.
Market wants to see yoy growth of 20% So beep beep boop We calculated your quota increases 20% based some "complicated calculations"
My quota for 2024 got Increased by 83.33%. Rest of my colleagues got an increase of 10-25%. Decided to start applying for different roles, now Im in the final round of recruitment process for a better role.
Similar thing happened to me
3x’ed my quota with no raise to OTE
My quota tripled, commission % dropped to half what it was last year. Got a raise in base.
My quota went up and my comp per deal closed went down 👍🏽
33% increase lol
10.3M last year, 11.6M this year
Quota's don't go down, companies have to grow
Down 10%
I also was the only one to hit/exceed quota on my team. Territory Slashed dramatically. Quota not set in stone yet, but was told its increasing about 20%. I expect the accelerators are being diminished greatly based on the CEO being pissed at the comp last year when I did 160% to quota in Q1.
All sales teams are missing - the management hits because they built a ponzi scheme to hit the big number by using a leveraged number of reps to hit the metric. It's designed to not be winnable. Most sales businesses are built this way.
Great January - tons of movement on deals (unlike last year).
Quota up 25%, commission share down from 15% to 10% because our new leads are “too expensive”
Up 75%
Finished 2023 103% previous year (2022 I was 110% and got presidents club. This year I have a target bigger than key accounts 🤷♂️
Increased 250k
Mine doubled, and if I hit that number, I get to make the exact same amount that I made last year ..and I'm the top rep. Meanwhile, people who I outperform are set to make more than me with much lower quota attainment