Annual quotas have been the backbone of sales comp forever—but are they doing more harm than good? In this episode, Scott sits down with Edan Gottlib to rip into the quota status quo. From rigid calendar pressure to misaligned incentives and sandbagging reps, they unpack why annual quotas might be broken—and what to do instead.
We talk:
Why annual quotas exist (and who they actually serve)
How they screw with rep behavior and leadership focus
Alternatives like rolling quotas, team pods, and usage-based comp
Why most orgs are too scared to change
Whether you’re a VP of Sales, RevOps, or just tired of spreadsheet-driven leadership—this one's for you.
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