Sales rep's wild quota swings reveal the dark side of long-cycle sales

Sales rep's wild quota swings reveal the dark side of long-cycle sales

18h ago
r/sales Tab HopperTH Revenue_leader_pain New

The Gist

  • Healthcare AE posted 0%, 242%, 0% quota attainment across 3 years due to deal timing quirks
  • 12-18 month sales cycles create volatility that makes individual rep performance hard to assess
  • Named account transitions and external factors (IT staffing, budget shifts) torpedoed 2025 results

RevBots.ai View:

Long sales cycles demand new compensation models that smooth out volatility and align incentives with actual rep influence.

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