Quotas lend themselves to management by exception where managers can focus attention on salespeople who are exceptionally below quota.

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Quotas are typically set as a benchmark for sales performance, so it is common for managers to use them as a basis for managing sales performance. Management by exception refers to focusing on salespeople who are not meeting the expected results, and using quotas makes it easy to identify those who are falling short. As a result, managers can concentrate their efforts on working with these individuals to help them improve their performance and get back on track.

Quotas Lend Themselves to Management by Exception Where Managers Can