Glossary/Metrics

    Sales Quota

    The revenue target a sales rep is expected to close in a period.

    Definition

    A quota is the closed revenue number an account executive is expected to hit in a quarter or year.

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    Why it matters

    Quota drives pipeline requirements, which drives SDR meeting targets, which drives outbound activity.

    How it works

    • Company sets AE quota based on comp plan
    • Pipeline coverage requirement backs into SQL targets
    • SQL targets back into SDR meeting quotas

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    Related terms

    PipelineSQL (Sales Qualified Lead)SDR (Sales Development Representative)
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