Perry is shifting the compensation plan for his sales force from straight commissions to a salary and bonus system.Perry knows that setting the quota is important and quotas should be:

Question

Quizplus · Accepted Answer

Setting quotas that are specific, measurable, and realistically attainable is important because it provides clear expectations for salespeople and helps to motivate them to meet or exceed their goals. Setting quotas that are easily attained by all salespeople may not provide sufficient motivation, while setting quotas that are attainable by very few salespeople may not be realistic and may lead to frustration and disillusionment among the rest of the sales force. Therefore, the best choice is to set quotas that are both specific and measurable, and that are also realistically attainable for the majority of the sales force.

Perry Is Shifting the Compensation Plan for His Sales Force