For business-to-business (B2B) sales leaders, planning has not changed since the late ‘90s. The highly subjective, rearview approach that’s still used today produces targets that are disconnected from the reality of sales performance.
What’s going on? Many CSOs simply find it hard to reject the status quo. They continue to:
Overpay for under-performance.
Create what amounts to a “quota lottery” for their sellers.
Rely on guesswork to set quotas.