APPENDIX
Powerful Questions and Analytics for Understanding Your Story
Throughout this book, I’ve described various analytics to help you understand the story and articulate the vision for setting quotas in your sales organization. While the questions asked and the methods applied will vary from reader to reader based on their specific situations, we can all begin with a set of powerful, actionable essentials. Here are 10 of my favorite quota-related questions, along with analytics and suggestions of what they might tell you.
Question 1: How Is the Organization Trending on Performance and Quota?
Answer: Organization Performance and Quota Trend. ...
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