Like many of you, I attended Dreamforce last month. As is often the case, some of the most interesting conversations happen in the hallways between sessions.
During one of those conversations, I got pulled into a debate between two VPs of Inside Sales.
The question under consideration
If 40% of the reps on a sales team miss quota, who is at fault?
VP #1 argued that the team wasn't properly led - essentially failure was on the sales leader’s shoulders. VP #2 countered that it was more likely territories were uneven and many reps were assigned unrealistic quotas - failure was on the shoulders of the sales planning organization. Having made their cases, they looked at me to choose a side.
