I've seen a few comments mention recent management changes and terrible quota attainment.... Is quota hard to hit because there's no demand or because management makes it difficult to achieve?

Question

I've seen a few comments mention recent management changes and terrible quota attainment....  Is quota hard to hit because there's no demand or because management makes it difficult to achieve?

Accepted Answer

I'll speak only for myself in SMB. There is demand, but this is a hunter role, so sourcing opportunities is very time consuming. You will fight tooth and nail for your deals and will be micromanaged every step of the way. I get the sense they over hired last year and are looking to reduce headcount

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Demand has dropped, leads have dried up, and quota keeps getting pushed upwards.  But 40% of MM is on a pip because we don't tailor our emails well enough.

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Quota is hard because it’s a rising target. Quotas used to be based on inbound leads, BDR support, and more. It’s why they justified 2x quota increases per year. However over the last few years HubSpot has grown through sheer force; they cut territories and added 2-3x more heads per territory

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Quota is 6,820 mrr. The avg deal is 840 mrr. You get maybe 20% coverage a month from inbound if you are lucky. So lets pretend you close at 50%. Think how many deals you have to create. Thats why its not possible. The quota isnt based in reality.

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I can tell you when I was there it was combination of both.  Territories got changed to being larger and lower high quality leads. And if you got an average territory then forget about it.  Goals in MM were way too high and leads were not what they were post COVID.

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There is demand there. It has slowed in the past couple of months but in general I think its ok. I just think the set quota isn't remotely consistently achievable without VERY long days and luck.

The mantra used to be they wanted most reps hitting quota and somewhere along the way the past year or so that no longer became a priority.

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Both. Demand has dropped globally and that's to be expected in the current climate.
What is management's fault: increasing targets and team sizes, regardless of the drop in demand, a global push for nonsense metrics (when what matters most is MRR) and creating more loopholes for reps to jump through

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Depends on who you are within the company and who you know. Demand is certainly softer than expected, but tenured reps still hit quota with regularity. They know how to get the best accounts and keep them, whether they're working them or not. Any new reps struggle because they're allotted the crap that's been pounded by automated email sequences for years. So if you hear success stories or attainment numbers, make sure to ask a couple of questions about which reps those numbers reflect.

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Both but mostly demand. An established company using a CRM doesn’t want a cold call about why they should change their CRM. Changing such a major software is a pain, regardless of how valuable it could be.

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It‘s a combination of both. Business definitely slowed, especially here in EMEA with all the glooming war and economic downturns. However, leadership still insisting on hiring new people, even though line managers don’t want to add any more to the teams.

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both, and Hubs pricing it's coming up for this year, hence more difficult the Quota attainment.

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Both. More so demand though. What company wants to uproot their current CRM? It’s a pain. Of course HubSpot is a good product, but it’s just realistically not a high demand product. Especially cold calling businesses for this type of software.

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Both

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Anonymous Q&A

I've seen a few comments mention recent management changes and terrible quota attainment.... Is quota hard to hit because there's no demand or because management makes it difficult to achieve?