Studies reveal little support for the common sense belief that salespeople typically set their quotas low so they are easily achieved.

Question

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Research in sales and organizational behavior often finds that sales quotas are set based on a variety of factors including past performance, market conditions, and organizational goals, rather than a simplistic approach of setting them low for easy achievement. This challenges the common sense belief that salespeople typically set their quotas low.

Studies Reveal Little Support for the Common Sense Belief That