How should you determine financial targets and rep quotas for a given year?

Kevin is the Chief Revenue Officer of Abnormal Security, where he leads worldwide revenue generating activities. In this class, Kevin lays out the steps required for building a best-in-class sales organization, starting from early sales hires all the way to expanding to a larger team. He brings strategic and operational experience with over 20 years of success leading global, high-performance sales teams at companies including Vectra AI and Proofpoint.

It starts with market comparables,market data and comparables, if you're in a fairly mature market, And you have one offering that fits maybe a platform from a competitor at some point, understanding what their quotas are and understanding what their capacity and achievement is, and being somewhat within, within that ball frame, ballpark frame is, is really important.

I think starting with market data and comparables, and then looking, taking that data and then plugging it into your capacity model to see if that works for you. I think the reality is when you're building quotas, the truth is that,you should have over 50% market average, you should have a we're 50% hitting that target.

Kevin Moore: A lot of companies push it to 60. We have better attainment here, oftentimes early on in a company. you'll have some over attainment because you have a smaller team in there and the demand is greater. You have a [00:29:00] broader territory for them to call into and that's okay because you want to count executives to overachieve because then the word gets out.

This is a great company to be at, which is a very genuine thing. You want them to make money? You want them to be, you want them to, you want your prospects to feel like they're going to come in and make a good living. but then as,as it start, and then there's always something.

Some level of pressure, or there's always some temptation to raise targets because your productivity is higher than what you initially planned. But the reality is as you add more capacity, you add more people that productivity starts to level out to market industry market standards. So it starts with the market data and comparables.

And then ultimately as you scale as a company, you will have to iterate and, and evolve. But,but starting with, what is marketing and some really important to hire and then ultimately to get the level of effectiveness you are.

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