Are you considering a new sales opportunity or just evaluating your current situation? The most important factor by far is the percentage of reps currently hitting quota.
This metric will tell you almost everything about an opportunity including product, culture, advancement opportunity, earning potential and others.
Knowing this percentage makes it easy to evaluate the company without asking about every aspect of the business. If a low percentage of reps are at or above quota, there might be some underlying issues that are totally out of your control and/or difficult to uncover in an interview process. If a high percentage of reps are at or above quota, it’s very likely a solid overall opportunity.
If a low percentage of your current team is currently hitting quota, there are probably better opportunities out there for you – especially if you are one of the few above plan.
What constitutes a solid percentage of reps at quota?
When it comes to tech sales, 60% of salespeople achieved quota last year according to a recent Harvard Business Review survey. I believe that serves as a good cut-off point when considering a new opportunity. There are many factors, but anything below 60% probably requires some extra research. The actual breakdown by percentage is shown in the chart on the right.