Raising Quotas? Expect Lower Performance.
The conventional wisdom around quotas seems to be once a rep hits a quota, they are rewarded with an even higher target. Research studies and our data show that’s wrong. Like “The Dress” that took the internet by storm in 2015, it turns out that a quota being good or bad, achievable or not, is all a matter of perspective. (I still believe there’s a white and gold version of that dress out there!) Psychologist Emily Balcetis’ research on an individual’s perception of their ta