Quota Conundrum:
You Have a Great Plan Design, and the Quotas Have Been Set and Approved.
However - Quota Attainment and plan payout isn’t as expected!
Date & Time:
Thursday, November 13, 2025
11:00 AM – 12:00 PM ET
A practitioner-focused session for those
designing and managing quota plans in real-time.
Quota Conundrum:
- Too many sellers are below target and not earning - the team is unhappy!
- Too many sellers have “blown their number out of the water” putting plan variable cost of sales at risk and it’s only Q2.
- The C-Level is complaining that the plan is too rich!
It’s the plan... It’s the quotas - It’s the Quota Conundrum!
Come join us for a fun engaging session where we will discuss the intersection of quotas and the plan design and the impact of market opportunity and sales capacity - help your team and organization hit the right numbers now!
This is your go-to think tank for Sales Compensation Practitioners — the experts who connect sales strategy with pay for performance plans that get the expected results!
Even if you don’t set quotas, you feel their impact every day. Budgets, pipeline volatility, and leadership expectations all influence the incentive plans you design and administer. In this Think Tank, we’ll go beyond theory and explore how you can drive and support credible, achievable, and defensible quota-setting practices across your organization.
We’ll break down what goes into quota development, how to partner effectively with Sales, Finance, and HR, and what to look for when quotas start to drift mid-year. You’ll leave with practical tools and insights to strengthen your own position as a sales compensation professional — and your seat at the table.
Hosted By:
Understanding the Quota Machine
- How and why you can upskill your quota setting expertise to expand your career
Quota Over-Allocation
- Address the impact of various scenarios
- Add to your Sales Compensation toolkit: Bridging Sales and Finance
- Recommendations to use in this upcoming quota setting cycle
- Dealing with “real world issues” once quotas have been distributed
Mid-Year Quota Resets – When & Why
- Address the impact of various scenarios
- Add to your Sales Compensation toolkit: Bridging Sales, Finance, and HR/Leadership
- Recommendations to use going forward
Innovative Execution: Not just concepts but actionable strategies and tools you can use inside your comp plans and models.
Tactical Insights: Hands-on prompts, workflows, and fixes for everyday breakdowns in design, rollout, and field execution.
Collective Wisdom: Hear what your peers are trying, what’s working, and what’s not. This is about learning laterally, not just top-down.
Sales-Ready Alignment: Build smarter collaboration across Sales, Finance, and HR to avoid rework and increase plan credibility.
Next-Level Readiness: Stay prepared for what’s next, from mid-year adjustments to automation and AI-driven forecasting.
The Future of Sales Compensation Think Tank meets quarterly to deep dive on topics they select. These session are designed for Sales Compensation Practitioners: Directors, Senior Directors, and Analysts working in plan design and operations.